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Certified Branch Manager

A branch manager is a very dynamic position, with many responsibilities and requires a lot of competencies to be successful. From this point of view, it is very important for the Bank to have highly trained and motivated staff in this position.

The goals of the Certified Branch Manager Program are to provide participants with key competencies (knowledge, skills, and behavior) that will enable them to successfully perform the role of Branch Manager. These competences will be provided through a 48-module curriculum through theoretical lectures, workshops and practical exercises.

Registration Fee is included in the total fee of the program

Program structure

Level 1

Certified Branch Manager, Level 1

The purpose of the first program is to provide the branch manager with a background in knowledge of various areas that have an impact (directly or indirectly) on the operation of the branch and which will contribute to his or her broader knowledge of multiple areas of banking.

  1. Characteristics of the banking sector in the Republic of North Macedonia
  2. Code of Ethics and Corporate Values
  3. Risk Management (General Approach), Basel and Regulatory Standards and Operations of Bank Risk Branches
  4. Relevant laws from the point of view of domestic legislation
  5. Tax regulation
  6. Internal control of branch operations and early detection of fraud by branch employees
  7. Financial Statement Analysis and Method of Calculating Indicators Relevant to Bank Success

Level 2

Certified Branch Manager, Level 2


The second program presents Leadership Models and provides guidance for the Branch Manager to gain a broader knowledge of the management functions and management skills that each manager needs to possess. An effective leader in retail banking creates a moral compass for all employees and inspires them to meet customer needs and thereby create long-term profitability for the bank.

  1. Basic management functions
  2. Effective leadership and team leadership
  3. Employee Management, Talent Management and the Manager’s Role as a Trainer
  4. Effective team conflict resolution and conflict situations with clients
  5. Managing in times of change
  6. Nonfinancial motivation methods
  7. Business communication and public relations management
  8. Project management
  9. Presentation skills

Level 3

Certified Branch Manager, Level 3


The goal of the third program is to give the branch manager a broader knowledge of budgeting, setting and tracking affiliate business goals, higher sales, sales skills and marketing strategies. At the same time, in this curriculum we will look at the new digital age that has an impact on customer behavior, the transformation of the role of the branch and the change of the role of the branch manager. The new era brings changes in customer behavior and expectations and the need to develop alternative channels of customer access to bank products and services.

  1. Manager-Leader-Entrepreneur
  2. Entrepreneurship
  3. Budgeting, setting and monitoring results at bank and branch level
  4. Performance Management System
  5. Sales techniques, sales team building and customer relationship management
  6. Marketing
  7. Sales channels and social networks
  8. CRM (Customer relationship management)


  1. Dr. Bilal Sudzubashi, Chairman of the Board of Directors of Halk Bank AD Skopje;
  2. Prof. dr. Dragoljub Arsovski, Chairman of the Board of Directors of TTK Banka AD Skopje;
  3. Prof. Dr. Stevcho Dimeski, Regional Manager, Centar Region in Stopanska Banka AD Skopje (NBG Group);
  4. Prof. dr. Evica Delova Jolevska, Director of the Internal Supervision Department in the NBRMS;
  5. Marjan Kochovski, Regional Manager in NLB Bank AD Skopje;
  6. Bojana Cvetkovska Panchevska, Head of Department – authorized person for prevention of money laundering and financing of terrorism in Komercijalna Banka AD Skopje;
  7. Sasho Drenkovski, Head of SME / SME Sales, A1 Makedonija DOOEL Skopje;
  8. Ljupka Gjorgjievska, Sector Manager, Offer Development and Marketing Department in NLB Bank AD Skopje;
  9. Marija Srbinovska, Director of independent branch network management, KOmercijalna Banka AD Skopje;
  10. Vaska Stevkovska, Business Processes & Organization in Stopanska Banka AD Skopje (NBG Group);
  11. Mr Olgica Spasevska, Head of HR Department, Sparkasse Bank Makedonija AD Skopje;
  12. Mr Ivo Zimoski, Head of Branch Network Department in UNIBanka AD Skopje;
  13. MSc. Aleksandra Mirchovska, MSc, Head of Credit Analysis and Administration at Large, Medium and Small Enterprises in NLB Bank AD Skopje;
  14. MSc. Donka Markovska, Manager of Financial Management Sector at NLB Banka AD Skopje;
  15. Dr. Viki Rusevska Tvrtkovic, Director of Budgeting and Financial Reporting Department at Stopanska Banka AD Skopje.

Managers of the program:

  1. Doc. Dr. Nina Fiti Nedelkovska, Representative of SRM in Word Bank and Komercijalna Banka AD Skopje;
  2. Tatjana Kalajdzieva, Sales and branch network division manager, Stopanska Banka AD Skopje (NBG Group)
  3. Maja Stavreva Stоjanova, Manager, Sales Network Division in NLB Banka AD Skopje;



In the dynamic environment of retail banking, finding a branch manager and maintaining the services to provide a successful bank service – re-use and profitable growth can take place.

Certified Branch Manager Program offers an integrated approach of blending theory, practical skills and international practice in the related segments and practices of branch operations, aimed at enhancing the competences of the participants.

Certificate of successfully passed modules of the program implies that the candidate is trained in the competencies required for a successful modern branch manager, and that these competencies combined with practice are a good prerequisite for future success.

Total hours:

  • 120

Teaching – location:  

  • Institute for Business and Management Heidelberg Skopje (N. Macedonia) / Heidelberg (Germany) or
  • ONLINE live learning platform from the ZOOM.US app

Lecture dynamics:

  • Once a week (5:30 pm to 8:30 pm)


Frequently Asked Questions

You can make the payment directly with a credit card on the website itself when purchasing a seminar or training or by paying an invoice in several installments, and after a previously signed agreement.

In the certification programs can enroll anyone who wants to qualify or retrain for thechosen field in the certification programs. For that purpose, having a minimum of prior knowledge in the chosen field of each candidate is a facilitating circumstance in studying the programs. Namely, the programs, except for the postgraduate master studies, do not require prior formal higher education.

Pillar 1 – Seminars are held live with physical presence at a predetermined location and time. Seminars are also held live online through the ZOOM platform. For each organized seminar, the way, time and place of the event are certain in advance, which is published on the website.

Pillar 2 – E-learning, lectures are held online. The first category is live lectures through the online ZOOM platform, the second category is through recorded video materials (when you buy a certain program, you get access to the video you bought).

Pillar 3 – Executive Certification are held live with the physical presence of the group following the program, with a predetermined schedule for lectures.

NOTE: the lectures with several months of training programs are held after working hours, once or twice a week (for each training is explained in detail in the information of the program itself).

Lecturers of all programs are domestic and international practitioners with at least 10 years of work experience in the fields they teach. In each of the programs there are expert lecturers who are available for you to “use” their know-how.

Each listener receives materials in the form of presentations, exercises, excels, books, additional (video and audio) materials and directions where they can get more information on topics related to the lectures for anyone who wants to expand their study.

At the German higher education institution Heidelberg Institute for Business and Management in Skopje has accredited (in 2018) 4 academic programs for master studies, as follows:

  • – MBA in Finance & Controlling (60 ECTS)
  • – MBA in Finance & Controlling (120 ECTS)
  • – Business Data Governance & Business Informatics (60 ECTS)
  • – Business Data Governance & Business Informatics (120 ECTS)

Eligible to enroll are all graduate students – “Bachelor” for one-year programs of 60 ECTS, who previously acquired 240 ECTS, while for enrollment in two-year master programs of 120 ECTS, students with previously acquired 180 ECTS have the right to enroll.


  • – upon completion of the master’s program MBA in Finance & Controlling (60 or 120 ECTS) students gain prestigious international certifications (2 of the above 4):

Risk Management (EU Certificate according to European Banking Federation in Brussels)
Credit Analysis (EU Certificate according to European Banking Federation in Brussels)
Compliance (EU Certificate according to European Banking Federation in Brussels)
Certified Controller (German Diploma from Germany)

  • – Completion of the master’s program – Business Data Governance & Business Informatics (60 or 120 ECTS) students gain prestigious international certifications (2 of the above 4):

Certificate CISA / ISACA Certificate
BI & Big Data (German Diploma)
Digital Design Communication
Certification for Developers


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