DAI HQI DONG CO DONG THl/ONG NIEN NAM 2017 Vietcombank NGAN HANG TMCP NGOAI THlTONG VIET NAM CQNG HOA XA HQI CHU NGHIA \T$T NAM Doc lap - Ty do - Hanh

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1 DAI HQI DONG CO DONG THl/ONG NIEN NAM 2017 NGAN HANG TMCP NGOAI THlTONG VIET NAM CQNG HOA XA HQI CHU NGHIA \T$T NAM Doc lap - Ty do - Hanh phuc Dia chi TSC: 198Tran Quang Khai, HaN$i Ma DN: , cap d6i Ian 12 ngay H& Noi, ngay 18 thdng 04 nam /12/2016 BAO CAO CUA BAN DIEU HANH VE KET QUA HOAT DQNG KINH DOANH NAM 2016 VA DJNH HIT6NG KINH DOANH NAM 2017 I. KET QUA HOAT DONG KINH DOANH NAM 2016 Trong boi canh kinh te the gidi nam 2016 tiep tuc xu huong phuc hoi cham; gia mot so hang hoa co ban giam; thuong mai toan cau tang thap; kinh te Viet Nam tang truong cham lai nhung van trong xu the di len. Tang truong kinh te nsm 2016 dat 6,21%. On dinh vt mo dugc giu vung. Lam phat dugc kiem soat a muc 4,74%, thap hon muc tieu Quoc hoi de ra (5%); ty gia va thi tnrong ngoai hoi ca ban on dinh; mat bang lai suat giam; can can thanh toan quoc te chuyen sang thang du. Nganh Ngan hang tiep tuc tang truong on dinh, gop phan on dinh kinh te vt mo va thuc day tang truong kinh te ben vung. Tong phuong tien thanh toan tang -18,38%; huy dong von tang -17,75%; tin dung tang kha dat 18,25% so voi nam Ty le ng xau noi bang duy tri dudi 3%. Qua trinh tai co cau he thong tai chinh dugc day manh. Voi phuong cham hanh dong "Tang toe - Hieu qua - Ben vrntg" va quan diem chi dao dieu hanh "Doi mai - Ky cuang - Track nhieni" dugc de ra ngay tu dau nam 2016; toan he thong da no lire thuc hien thang lgi va hoan thanh vugt muc cac chi tieu ke hoach kinh doanh da de ra. 1. Hoan thanh cac chi tieu ke hoach kinh doanh da dirge de ra trong nam 2016 Xuat phdt tu nhung dinh huong dung dan trong phuong cham hanh dgng va quan diem chi dao dieu hanh, trong nam 2016 da hoan thanh va hoan thanh vugt muc ke hoach do BHBCB giao doi voi cac chi tieu kinh doanh trgng yeu: 1.1. Tong tai san va Von chu so1 hfru tang kha - T6ng tai san dat ty ddng, tang 16,83% so v6i nam BAO CAO CllA BAN DlfeU HANH 1

2 DAI HQI DONG CO DONG THUOTS'G NIEN NAM V6n chu so huu dat ty dong, tang 6,48% so voi nam 2015, r \ trong do lgi nhuan chua phan phoi dat ty dong Huy dong von tang trirdng kha quan, co cau thay doi tich eye: gia tang ty trong nguon von ghi re, dam bao ty trong nguon von ngoai te phu hop, tiet giam chi phi von cho ngan hang va khach hang - Huy dong von tvr nen kinh tk dat ty dong, tang 19,28% so voi nam 2015, vugt ke hoach da dat ra trong nam Trong do, huy dong von tang deu o ca TCKT (17,25%) va dan cu (18,28%). - Co cau nguon von huy dong dich chuyen phu hop voi dinh huong phat trien cua (ty trgng huy dong von tu TCKT/dan cu tuong ung la 44,62%/55,38%). - Huy dong von khong ky nan tang 13,64% so voi cuoi 2015 (chiem ty trgng 28,09% tong nguon von) the hien ket qua cua cac giai phap thuc day tang truong nguon von gia re ciia toan he thong Tin dung tang trirdng dung dinh huong va tang ngay tu nhfing thang dau nam, tap trung vao cac linh virc iru tien cua Chinh phu, mo rong tin dung ban le; Co cau tin dung chuyen dich dung dinh huong; Du* no tin dung tap trung cho cac linh virc iru tien va cac du an tot ciia cac doanh nghiep Ion - Du ng cho vay khach hang tang truong kha quan, dat ty dong, tang 18,85% so voi cuoi nam 2015, cao hon tang truong tin dung cua toan he thdng (18,25%), dat 101,7% ke hoach nam. - Theo dinh huong ciia, tin dung cho TCKT da tang truong cham lai (11,32%) trong khi tin dung the nhan tang manh 6 muc 48,58%. Co cau tin dung theo ky han dugc kiem soat, ti trgng du ng trung dai han dugc giu o muc 43,56% tong du ng. ' Z 1.4. Chu trong nang cao chat Iirong tin dung; Chuan hoa va tang cuxmg minh bach thong tin ngan hang trong 16 trinh cai thien cac he so an toan, nang muc xep hang tin nhiem quoc te - Chat lugng tin dung dugc cai thien dang ke. Du ng nhom 2 tai thoi diem nam 2016 la ty dong, giam ty dong so voi cu6i 2015 (giam -15,5%). Ty le ng nhom 2: 1,67%, giam 0,69 diem % so voi Du ng xau BAO CAO CUA BAN DIEU HANH 2

3 DAI HQI DONGCO DONG THU'OTMG NIEN NAM 2017 ngi bang tai thai diem 31/12/2016 la ty dong, giam 201 ty dong so voi 2015 (giam -2,8%). Ty le ng xau: 1,46%, giam 0,33 diem % so v6i cudi 2015, thip hon muc khong che ke hoach (duoi 2,5%). - He s6 an toan von (CAR) a muc 11,13%, dap ung qui dinh cua NHNN toi thieu a muc 9%. Ty le qui DPRR/ng xlu duy tri a mure cao (~117,12%) Tich eye thu hoi va xu* ly ng xau, la ngan hang tien phong thu hoi c c khoan no tir VAMC, chinh thirc dira ng xau ve mgt so - Thu hoi ng ngoai bang dat ty dong, dat k hoach de ra; trong do thu ng da xu ly bang DPRR dat ty dong, thu ng VAMC da ghi vao thu nhap la 57,11 ty dong Cac hoat dong dich vu tang trirdng tot nhcr tiep tuc thirc hien chien luoc gia tang nguon thu tir dich vu, phat huy loi the truyen thong trong cac mang kinh doanh ve xuat nhap khau, dich vu the; dong thoi phat trien cac linh virc tiem nang ve dich vu ngan hang trirc tuyen va dich vu di dong - Doanh so thanh toan quoc te - tai trg thuong mai (TTQT-TTTM): dat 54,02 ty USD, tang 12,7% so cung ky, hoan thanh 102,4% k6 hoach; thi phan cai thien o muc 15,47%. - Tiep tuc giu vung v the dan dau thi truong ve thi phan kinh doanh va dich vu ngoai te: Doanh so mua ban ngoai te (khong bao gom giao dich lien ngan hang) dat 34,63 ty USD, tang 14,6% so cung ky, dat 102,2% k6 hoach Djch vu chuyen tien kieu hoi dat 1,64 ty USD, tang 8,5% so cung ky, dat 96,9% k6 hoach Hoat dong the tiep tuc giir vung vi tri dan dau thi truong. Cac hoat dong thanh toan, phat hanh va su dung the cua deu tang truong manh so voi nam Nhieu chi tieu co muc tang truong manh va hoan thanh vugt muc ke hoach nam Cu the: (i) Doanh so thanh toan the: The quoc te tang 28,7% so cung ky, dat 107,3% kk hoach 2016; The noi dia tang 58,0% so voi cung ky, dat 107,5% kl hoach 2016; (ii) Phat hanh va su dung the: So lugng phat hanh the ghi ng noi dia, ghi ng quoc te, tin dung quoc te vugt ke hoach 2016, tuong ung 160,9%, 184,8% va 95,5%. (iii) Doanh s6 su dung the: The tin dung quoc te va ghi ng quoc t tang tuong ung 23,9%, 36,0% so cung ky, xap xi dat va vugt ke hoach Mang luoi don vi chap nhan the: Tang them BAO CAO CUA BAN DIEU HANH 3

4 DAI HOI DONGCO DONG THU'flNG NIEN NAM 2017 don vi, tang 9,9% so voi cung ky, dat 135,5% ke hoach Dich vu Internet Banking, SMS Banking va Mobile Banking co muc tang truong kha, thuc hien ks hoach tuong ung a muc 99,7%, 118,9% va 112,4%. - Hoat dong v6n tin dung quoc te tiep tuc dugc chu trgng phat trien. Nam 2016, t6ng gia tri cac du an ODA moi dugc giao lam ngan hang phuc vu dat hon 2,08 ty USD, tang 17,5% so voi Ty suat sinh loi tiep tuc dugc cai thien; Loi nhuan truoc thuc tang trirdng tot va dat mire loi nhuan cao nhat tir triro*c t6i nay - Hieu suat sinh loi tren tong tai san binh quan ROAA va hieu suat sinh loi cua v6n chu so huu binh quan ROAE: dat tuong ung la 0,94% va 14,69%), cao hon mat bang chung cua thi truong va tang so voi cuoi nam muc 2,63%. - Ty le chi phi quan ly/tong thu nhap: -39,99%. - Ty trgng thu ngoai lai/tong thu nhap: -25,5%. - Ty le thu nhap lai thuan (NIM) cai thien so voi nam 2015 va duy tri o - Lgi nhuan truoc thue truoc du phong: ty dong, tang 15,77%) so voi cung ky. Du phdng rui ro da trich ty dong. Du quy du phong rui ro ty dong, bang 117,12% tong du ng xau. - Lgi nhuan truoc thue sau du phong nam 2016 dat ty dong, tang 24,84% so voi nam 2015, vugt k hoach da de" ra trong nam Thu nhap thuin tir lai tang 19,9% so voi nam 2015; lai thuan tir hoat dong dich vu tang 12,5%) so voi nam VCB tiep tuc la TCTD co mire von hoa Ion nhat thj trirdng - Voi dinh huong hieu qua, an toan, ben vung, co phieu tiep tuc co muc gia cao nhat nganh, lien tuc nam trong top 3 doanh nghiep co muc von hoa Ion nhat thi truong. Giai doan , von hoa tang 56% trong khi chi s6 VNI tang =21,85%), BIDV tang 22,01% va Vietinbank 13,63%. 2. Ket qua cong tac dieu hanh nam 2016 Voi muc tieu tro thanh Ngan hang so mot tai Viet Nam, mot trong 300 BAO CAO CUA BAN DIEU HANH 4

5 DAI HOI DONG CO DONG THl/OTVG NIEN NAM 2017 tap doan ngan hang tai chinh Ion nhat thi gioi va dugc quan tri theo cac thong le qu6c tl t6t nhat vao nam 2020; trong nam 2016, dava dang tiep tuc tao ra nhung buoc di dot pha, cu thi: 2.1. Tich eye triln khai nhieu giai phap ho tro phat trien kinh te, thao g& kh6 khan cho doanh nghiep theo chi dao cua Chinh phu va NHNN - Tich cue trien khai va day manh cac chuong trinh cho vay theo chi dao cua Chinh phu va NHNN nhu cho vay d6i voi 05 Mnh vuc uu tien; cho vay ho trg nha 6* theo Thong tu so 11/2013/TT-NHNN ngay 15/05/2013, Thong tu s6 32/2014/TT-NHNN ngay 18/11/2014; chuong trinh h6 trg giam t6n thit trong nong nghiep theo Quylt dinh 68/2014/QD-CP;... Dong thoi, nghiem tuc thuc hien cac chinh sach ho trg tin dung cho khach hang bi anh huong/thiet hai do cac hien tuong nhu thoi tilt nhu bao lut tai cac tinh Mien Trung, ret dam ret hai tai cac tinh mien nui Phia Bac;... - Chii dong va di dau thi truong trong viec thuc hien cac bien phap chia se, h6 trg khach hang vay v6n thong qua viec giam lai suit cho vay va trien khai cac chuong trinh lai suat canh tranh Hoan thien cong tac lap, giao ke hoach, dieu hanh kinh doanh bam sat ke hoach; danh gia ke hoach thirong xuyen, chinh xac; kip thoi ghi nhan va xu- ly cac virong mac phat sinh ciia cac chi nhanh - Trong nam 2016, Ban lanh dao tiep tuc thuong xuyen to enure cac doan cong tac tai 7 vung kinh te trgng diem de ra soat, don doc, danh gia viec thuc hien ke hoach cua cac chi nhanh. ap dung co hieu qua ket qua Du an KPI vao viec xay dung, giao va danh gia ke hoach cho cac Chi nhanh, cac Trung tam/phong/ban tai Tru so chinh. - Trien khai quan ly ban hang theo khu vuc thi diem tai Ha Noi nham phat trien kinh doanh ban le, gift chan khach hang, han chi canh tranh noi bo. Ap dung cac chinh sach, san pham phu hop voi tung vung mien, dap ung tot hon yeu cau ve nhan lire, mang luoi cho cac chi nhanh f)ay manh tang truong tin dung di doi voi kiem soat chat lugng tin dung; Co cau tin dung co sir dich chuyen manh me theo dung dinh huong chien luge da de ra - Tin dung tang truong vao cac du an hieu qua va cac nganh co chat lugng BAO CAO CUA BAN DIEU HANH 5

6 DAI HQI DONG CO DONG THUOTVG NIEN NAM 2017 tin dung dam bao, dong thoi kilm soat va giam du ng ciia cac nganh co chat lugng tin dung va tinh hinh thi truong chua dam bao. Tang truong tin dung theo huong da dang hoa danh muc dau tu tin dung, uu tien tang truong tin dung ban le vagiam dan muc dotaptrung du ng vao cac khach hang doanh nghiep Ion. - Song song voi viec tang truong tin dung, cung luon chu dong kilm soat t6t chat lugng tin dung, dam bao tang truong hieu qua, an toan, ben vung Quyet lift trong cong tac quan ly chat lugng tai san va xir ly no xau; Ket noi chat che gifra cac bo phan c6 lien quan trong cong tac xu- ly thu hoi ng co van de, tao chuyen bien quan trgng trong thu hoi no - Vao cuoc quylt liet, phdi hop va lam viec co hieu qua voi cac co quan, ban, nganh d! ho trg cong tac xu ly ng dac biet la Toa an nhan dan cac cap, Tong cue thi hanh an, cac cue thi hanh an dia phuong, co quan phap luat tai cac dia ban co ng co van dh Ion, co cac ho so vuong mac trong qua trinh khai kien, thi hanh an, xu ly ng. - Tap trung mgi ngu6n lire dl thu h6i ng xau, ng da xu ly du phong rui ro: Tilptuc chi dao true tilp cong tac xu ly ng co van de d6i voi cac Chi nhanh c6 ng co van dl Ion; tilp tuc ho trg Chi nhanh theo phuong cham d6i moi, ky cuong, trach nhiem dk xu ly, thu hoi ng thong qua viec ap dung linh hoat dong thoi cac bien phap thu hoi ng khac nhau, tai cac Chi nhanh co ng xau cao, nghiem tuc trien khai "De an ngan hang tot, ngan hang xau Day manh hoat dong tang von dieu le, nang cao nang lye tai chinh va kha nang canh tranh cua Trong nam 2016, da thuc hien thanh cong hai dgt tang von, dam bao cac ty le an toan va tao dieu kien ma rong hoat dong kinh doanh: - Phat hanh co phieu thuong cho co dong hien huu voi ty le -35% (tuong duong ty dong) tir nguon lgi nhuan gift lai va thang du von co phan. - Phat hanh thanh cong ty trai phieu ra cong chung va cho cac dinh chi tai chinh, trong do ty trai phieu tang von cap Cong tac dao tao can bo chuyen bien tich eye, so lugng va chat lugng cac khoa dao tao dirge nang cao - Cong tac dao tao nam 2016 da co buoc tien vugt bac, so lugng cac BAO CAO CUA BAN DIEU HANH 6

7 DAI H0I DONG CO DONG THU'OTVG NIEN NAM 2017 khoa dao tao dat 122% kl hoach voi ty suit binh quan can bg dugc dao tao tren t6ng s6 can bo toan he thdng la 1,47 lugt; chu ylu dao tao tap trung nguon nhan lire lam cong tac Quan ly, Ban hang, Quan tri rui ro va triln khai cac du an trgng diem. - Triln khai kilm tra tay nghl doi voi nghiep vu tin dung va dat dugc nhung kit qua kha quan, la tiln db thuc hien kilm tra cac nghiep vu ngan hang con lai tren toan he thong. - Cac chuong trinh dao tao da gan voi chuc danh can bo, ho trg hieu qua cho cong tic phat triln nguon nhan lire huong toi chuan nang lire theo chuc danh Day manh hoan thien mo hinh to chuc, phat trien mang luoi va kien toan cong tac nhan sy - Thuong xuyen ra soat mang luoi dk co giai phap chin chinh vacung co kip thoi; khai truong 05 CN moi Nam Da Nang, Phu Quoc, Ph6 Hiln, Nam Hai Phong, Binh Phuoc. Thanh lap va dua 27 PGD moi vao hoat dong. Sap xlp lai mang luoi PGD tai khu vuc Ha Noi va TP.H6 Chi Minh. - Thanh lap Van phong dai dien tai khu vuc phia Nam, Phong KHDN FDI true thugc Chi nhanh TP.Ho Chi Minh, bg phan Cong ng phia Nam true thugc Phong Cong ng TSC, Ban KHDN tai khu vuc phia Nam. Thanh lap Phong Dich vu ngan hang dien tii, Ban Hien dai hoa cong nghe ngan hang tai TSC. - Triln khai cac thu tuc thanh lap Trung tarn xu ly tiln mat, 03 Cong ty con (Kilu hoi, tin dung tieu dung, AMC), 01 Ngan hang con (tai Lao), van phong dai dien tai My. - Xay dung Bq an trinh NHNN thanh lap 06 Chi nhanh moi tai Tuyen Quang, Vinh Phuc, Hoa Binh, Thanh Hoa, Gia Lai va Binh Duong va 39 PGD. - Sua doi, hoan thien va ban hanh moi cac quy che, quy dinh: Quy che chi tra tien luong trong he thong, Quy che Quan ly can bo trong he thong, Quy chi bo nhiem, bo nhiem lai, mien nhiem, tu chuc doi voi can bo ;... quan tri 2.8. Day manh trien khai cac dy an chuyen doi nang cao nang lye - Nam 2016 la nam thu 2 lien tiep toan he thong vao cuoc BAO CAO CUA BAN DIEU HANH 7

8 DAI HQI DONG CO DONG THUOTNG NIEN NAM 2017 *,,* quylt liet triln khai cac Du an chuyen doi nham nang cao n3ng lire quan tri dieu hanh huong toi chuan muc qudc tl; cu thi: (i) Chuong trinh Basel II: triln khai hieu qua 29 sang kiln (tren t6ng s6 37 sang kiln) voi muc tieu dam bao la ngan hang tien phong tuan thu cac m6c thoi gian theo quy dinh cua NHNN; (ii) Chuong trinh CTOM: triln khai 06 sang kiln c6t loi (thilt kl quy trinh quan ly quan he khach hang, thilt kl lai Bao cao tham dinh & dh xu4t tin dung, thilt kl cam kit su dung dich vu (SLA) d6i voi chuc nang quan ly ng/bo phan h6 trg tin dung; triln khai 04 giai phap quick-win); (iii) Duan ALM/FTP/MPA: da lua chgn dugc don vi tu van va dang triln khai phan tich hien trang dl tu do dh xuat lira chgn giai phap phu hgp; (iv) Triln khai giai doan 2Du an KPI dong thoi xay dung va dua vao van hanh chuong trinh quan ly KPI Tang cirong xuc tien cac hoat dong hyp tac kinh doanh va ho try ky thuat voi Mizuho - Nam 2016 danh dau cot moc 5 nam hop tac voi Mizuho. Kit thuc giai doan han che chuyen nhuong, va Mizuho khang dinh cam ket tiep tuc duy tri quan he hop tac chien luge lau dai giua hai ngan hang thong qua viec tilp tuc ky kit cac Hop dong Hop tac Chiln luge bao gom Hop dong sua d6i ciia Hop dong Mua c6 phan nam 2011 va Hgp dong Ho trg Ky thuat moi (thay thi Hgp dong Ho trg Ky thuat da ky nam 2011). - Cac hoat dong h6 trg ky thuat ciia Mizuho tilp tuc dugc thuc hien theo sat cac yeu clu tu Ban Lanh dao va cac phong ban tai TSC. Trong nam 2016, da co hon 31 phien lam viec de ho trg ky thuat cho vl cac ngi dung ma dang rat quan tarn nhu: triln khai Basel II, Quan ly rui ro tin dung, Phong ch6ng rua tien, Hoat dong kinh doanh ban le qua E - Banking, Chuc nang, nhiem vu, hoat dong cua Uy ban giam sat, Uy ban quan ly rui ro,... - Sau 5 nam thuc hien ho trg ky thuat cho trong nhieu mang nghiep vu ciia ngan hang, cac hoat dong ho trg ky thuat cua Mizuho trong nam 2016 da di vao chilu sau, bam sat thuc tien hoat dong ciia va theo diing dinh huong cac du an phat trien ciia Tich eye trong cong tac an sinh - xa hoi vi cong dong; dong gop vao sy phat trien kinh te xa hoi; Gop phan khang dinh va nang cao uy tin thuong hieu cua - Tai trg cac chuong trinh an sinh xa hoi nam 2016 voi gia tri thuc hien BAO CAO CUA BAN DIEU HANH 8

9 DAI HQI DONG CO DONG THU'OTMG NIEN NAM ,2 ty dong, bao g6m cac chuong trinh h6 trg huyen ngheo, xay dung trung tarn y tl huyen Hoai Nhon (Binh Dinh); Tai trg An sinh xa hoi "Vi su nghiep giao due" cho Tp. H6 Chi Minh; Xay dung truong mlu giao tuoi tho Nga 6 (Hau Giang); Xay dung truong mau giao Phu VTnh 2 (An Giang); Xay dung truong tilu hgc Chau Hoa (Bin Tre); va cac chuong trinh, ho trg cong dong, cac tinh mien Trung chiu hau qua lu lut... II. DINH HLT6NG HOAT D0NG KINH DOANH NAM 2017 Kinh tl thi gioi du bao tang truong cao hon trong nam 2017 (-3,4%) nhung van tilm In nhilu ylu t6 bat dinh. Hoat dong thuong mai co kha nang phuc h6i trong nam Bien dong cac dong tien quoc te tro nen kho doan dinh hon sau dong thai nang lai suat ciia Fed, kern theo ky vgng lai suat se tang nhanh khiln USD tilp tuc tang gid va dong v6n tilp tuc thoai lui khoi cac nuoc moi n6i. Nam 2017, kinh tl Viet Nam du bao tang truong GDP dat tren 6,5%. Kim ngach xuit khau du bao tang 7-8% so voi nam Muc tieu lam phdt duoi 5%. NHNN dat muc tieu kiem soat lam phat la uu tien hang dau; dinh huong tang truong tin dung toan he thong 18%-20%, mat bang lai suat d muc tuong duong nam 2016; kilm soat chat lugng tin dung va giam sat chat che qua trinh tai co can cac to chuc tin dung, an toan he thong; tilp tuc phuong thuc dieu hanh ty gia linh hoat nhu nam Voi phuong cham hanh dong "Chuyen doi - Hieu qua - Ben vung" va Quan diem chi dao dieu hanh "Doi m&i - Ky cuctng - Track nhiem", nam 2017 toan he thong quyet tarn no lire phan dau tren tat ca cac mang hoat dong, thuc hien thang lgi va hoan thanh vugt muc cac chi tieu ke hoach. Mot so chi tieu kinh doanh chinh: Chi tieu Kl hoach 2017 (1). Tong tai san Tang-11% (2). Tin dung Tang-15% (3). Huy dong von tu nen kinh tl Tang-14% (4). Ti le Ng xau < 2,0% (5). Lgi nhuan truoc thue Tang -8% (9.200 ty dong) BAO CAO CUA BAN DIEU HANH

10 DAI HOI DONG CO DONG THUttNG NIEN NAM 2017 NHIEM VU TRONG TAM NAM Cong tac khach hang la nhiem vu trong tam xuyen suot - Cong tac khach hang tilp tuc dugc xac dinh la nhiem vu trgng tam va xuyen suot trong nam Phat triln cong tac khach hang mot each chii dong, thuc hien phan khiic va phan hang khach hang (KHDN Ion, KHDN thuong mai, KHDN SMEs Ion...) dua tren quy mo doanh thu, v6n, lgi nhuan, tinh hinh giao djch voi... nham dua ra chinh sach phu hgp voi tung phan khiic/khach hang; Chii trgng phat triln danh muc khach hang FDI, tap trung day manh quan he voi khach hang trgng dilm tai trg thuong mai; Thilt kl quy trinh ban va mo hinh ban hang cho tung phan khiic khach hang, gia tang tuong tac giira can bo ban hang va can bo san phlm dl tang cuong ban cheo, khai thac co hoi kinh doanh tu khach hang. - Triln khai cac giai phap dong bo nham tung buoc cai thien chit lugng dich vu ngan hang ban le; Tilp tuc chuan hoa cac quy trinh va mau bilu cung ung san pham djch vu theo huong tap trung, tu dong hoa, huy dong toi da nguon lire cho cong tac phat triln khach hang va ban hang nhung dam bao quan tri rui ro hoat dong; Tilp tuc phat triln da dang san pham dich vu tai tat ca cac hoat dong kinh doanh ban le, nang cap tinh nang dk. mang lai nhilu gia tri gia tang cho khach hang. - Tilp tuc ma rong mo hinh quan ly ban hang theo khu vuc cho toan he thong voi 3 bo phan chuyen trach true thugc TSC tai mien Bac - Trung - Nam, chii trgng cong tac phat trien kinh doanh, tim kiem nguon hang, ra soat va thao go cac van dl vl nguon lire ban hang cho cac chi nhanh. - Doi voi khach hang tin dung: tang cuong cap tin dung theo chuoi ket hgp ca ban buon voi ban le, tang cuong kiem soat cac khach hang la doanh nghiep nha nude, co cau lai danh muc tin dung theo huong giam dan danh muc cac khach hang co muc lai suat cho vay thap. 2. Day manh hoat dong xu* ly thu hoi ng xau, ng da xu ly DPRR - Xay dung 16 trinh thu hoi den tung khoan ng co van de va co ke hoach hanh dgng cu the, dong thoi gan voi trach nhiem ciia tung thanh vien trong Ban xu ly ng de nit ngan thoi gian thu hoi ng. BAO CAO CUA BAN DIEU HANH 10

11 DAI HQI DONG CO DONG THlfOTVG NIEN NAM Ra soat tung khoan ng, danh gia kho khan vuong mac va tich cue chii dong phdi hgp voi co quan chinh quyen dja phuong de thiic day qua trinh thu hoi ng. De cao ky cuong, nghiem tuc thuc hien cac chi dao ciia Ban Lanh dao ve xii ly thu hoi ng. 3. Doi moi manh me hoat dgng kinh doanh von, ngoai te va tai trg thuong mai - Giu vung muc tieu so mot tren thi truong ngoai hoi trong nude va day manh tang truong doanh s6 mua ban ngoai te voi khach hang. Duy tri vi tri Top 02 tren thi truong trai phieu. Duy tri va nang cao vai tro ciia tren thi truong tien te lien ngan hang. - Phat trien ma rong thanh toan bang dong ban te doi voi cac nuoc la doi tac thuong mai Ion ciia Viet Nam, ra soat cai tien dich vu dai ly thanh toan cho cac ngan hang trong nuoc, chi nhanh ngan hang nuoc ngoai tai Viet Nam. - No lire ma rong thi phan TTQT-TTTM thong qua tap trung khai thac c6 hieu qua cac nganh hang co kim ngach XNK Ion, cac nganh the manh ciia dia phuong, cac khach hang FDI va doanh nghiep phu trg. - Dam bao chat lugng phuc vu, day manh tiep can nha tai trg, Ban quan ly du an, co quan phe duyet de duy tri va phat trien thi phan phuc vu cac du an ODA. 4. Trien khai cac du an nang cao nang lye quan tri O.l, Tiep tuc nang cao nang lire quan tri dieu hanh dat chuan muc quoc tl: - Trien khai cac sang kien ciia Du an CTOM nham chuyen bien co ban hoat dong kinh doanh ban buon. - Trien khai cac sang kien ciia Du an Basel 2 nham chuyen d6i vung chic cong tac quan tri rui ro, bam sat 16 trinh trien khai Basel 2 ciia NHNN. - Khai dong Du an chuyen doi hoat dong ban le nham hien thuc hoa muc tieu chien luge so 1 ve ban le. - Day nhanh dau tu va trien khai ap dung cac he thdng khai tao tin dung cho khach hang DN va ban le; he thong tai trg thuong mai. hang... - Tiep tuc trien khai cac du an ALM-FTP-MPA/Corebanking/MIS toan BAO CAO CUA BAN DIEU HANH 11

12 DAI H0I D6NG C6 DONG THU'dNG NIEN NAM Day manh cong tac dao tao va phat trien nguon nhan lye - Duy tri va phat trien nguon nhan lire chat lugng cao, tao moi truong lam viec sang tao, hieu qua, dam bao dii nguon lire cho cong tac ban hang va nang cao chat lugng dich vu. - Tang cuong hieu qua, tinh thuc tien ciia cong tac quy hoach can bo nham tao nguon can bo quan ly chat lugng tot cho toan he thong. - Tiep tuc trien khai cong tac khao thi, thi tay nghe, sii dung ket qua dao tao, khao thi trong cong tac danh gia, dieu dong, bo nhiem can bo. - Uu tien dao tao nang cao nang lire cho can bo lanh dao, quan ly, can bo ban hang, can bo quan tri rui ro va tung buoc dao tao chuyen gia trong cac ITnh vuc nghiep vu. 6. Tiep tuc kien toan mo hinh to chirc; Ra soat, cung co hoat dong cua cac cong ty con, hieu qua dau tu* - Trien khai thanh lap moi 06 Chi nhanh va 39 Phong giao dich theo ke hoach phat trien mang luoi. - Xay dung va thuc hien co che tuyen dung nhan su ban hang cho kh6i ban le linh hoat va hieu qua, uu tien hinh thuc cong tac vien va dugc xet tro thanh can bg chinh thuc ciia tren co so danh gia ket qua ban hang thuc tl. - Trien khai thanh lap Van phong dai dien tai New York (My), Ngan hang con 100% v6n tai Lao, Cong ty kilu h6i, Cong ty tin dung tieu dung, va Cong ty AMC; Triln khai thanh lap Trung tam xu ly tien mat tap trung tai Ha Noi. - Giam sat chat che, tao dieu kien thuan lgi va thuc day sir lien ket/phoi hgp giira cac CN/Khoi kinh doanh voi cac cong ty con nham cai thien hieu nang hoat dong ciia cac cong ty con; Hoan thien cac dl an chuyln d6i hinh thuc so hftu cac cong ty con: VCBL, VCBS. 7. Tang cirong cong tac quan tri rui ro - Tiep tuc kien toan nang lire quan tri rui ro tren tat ca cac mang rui ro tin dung, rui ro thi truong, rui ro thanh khoan, rui ro lai suat tren s6 ngan hang BAO CAO CUA BAN DIEU HANH 12

13 DAI HQIDONG CO DONG THUONG NIEN NAM 2017 va nii ro hoat dgng. - Ve quan ly danh muc rui ro tin dung: (i) Thuc hien quan ly nii ro tap trung theo khach hang/nhom khach hang/nganh hang; (ii) Tiep tuc chuan hoa cac dilu kien tin dung theo nganh hang; (iii) Hoan thien, cu the hoa cac dinh huong vl nganh hang; va (iv) xay dung GHTD/Gioi han cho vay doi voi cac nganh co ty trgng du ng 16n/co nii ro/co tiem nang. 8. Day manh cong tac kiem tra, giam sat - Tilp tuc thuc hien cong tac kiem tra/kiem toan chi tiet, toan dien cac don vi trong he thong, trien khai nhieu cuoc kiem tra/kiem toan chuyen sau theo chuyen de. - Duy tri va tang cuong cong tac giam sat, theo doi tir xa doi voi cac hoat dong kinh doanh tai cac don vi trong toan he thong; ap dung cac ung dung cong nghe thong tin, dua vao ap dung cac chuong trinh canh bao som nham han che va kip thai phat hien nii ro. sung 9. Dau tu* nang cap cho cong nghe thong tin - Quy hoach lai mo hinh to chuc va ca che van hanh ciia TT CNTT. Bo som nhan sir, trong do chii trgng tap trung nguon lire cho cac du an chuyen doi, dam bao tien do va chat lugng trien khai. - Thuc hien diing tien do, dam bao chat lugng viec nang cap mot so he thong ling dung quan trgng (he thong thanh toan, he thong the, he thong Contact Center, he th6ng LOS...) dam bao chat lugng djch vu va kha nang cung ung dich vu 24/7. - Thuc hien cac noi dung da cam ket theo khuyen nghi ciia kiem toan trong viec tuan thu thuc hien day du cac quy trinh, quy dinh chung ve an toan bao mat thong tin. 10. Cac cong tac khac - Chii trgng doi moi cac hoat dong truyen thong ve ca noi dung va hinh thuc, dac biet la truyen thong noi bo doi vai qua trinh trien khai cac du an/chuong trinh/chinh sach san pham moi. Cai thien hieu qua hoat dong quang cao thuong hieu va san pham dich vu, chii trgng phat triln cac kenh digital/online. BAO CAO CUA BAN DIEU HANH 13

14 DAI HQI DONG CO DONG THUOTSG NIEN NAM Tiep tuc hoan thien cong tac thi dua, khen thuong va cong tac cong doan theo huong gan lien vai muc tieu phat trien. - Trien khai thuc hien cong tac an sinh xa hoi theo cac hang muc da cam ket trong nam Tich cue trong cong tac ho trg cong dong, tham gia phoi hgp thuc hien muc tieu xoa doi giam ngheo ciia Dang, Nha nuac, nang cao dai song cho nguai dan, giam sat chat che dam bao nguon von tai trg ciia dugc su dung diing muc dich, diing doi tugng, hieu qua, tuan thii cac quy trinh, quy dinh ve quan ly dau tu xay dung co ban va quan ly tai chinh hien hanh. J»^ TONG GIAM DOC Pham Quang Dung BAO CAO CUA BAN DIEU HANH 14