Sales Process & Routines Manager

Valley Bank•Morristown, NJ

11d

About The Position

The Sales Process & Routines Manager designs, documents, and maintains sales and service processes across the branch network, Small Business Banking, and Mortgage. The role defines operating rhythms tailored to each business, including huddles, appointment management, pipeline reviews, observations, coaching, proactive outreach, and customer meetings. It also establishes consistent referral and handoff standards and leads improvements to sales, application, and onboarding experiences. The manager sets coaching standards, reviews adherence to routines across markets and business lines, and turns successful practices into repeatable standards. The role leads adoption of sales tools, processes, and campaigns in partnership with Learning & Development, communicates process changes, and measures adoption. Sales processes and routines must comply with regulatory requirements and bank policy while supporting customer-first outcomes.

Requirements

Bachelor's degree in business, finance, marketing, or management, or equivalent banking experience.
At least 5 years of experience in banking, retail branch sales management, small business or mortgage sales support, sales operations, or sales effectiveness.
At least 3 years developing and sustaining sales processes and performance routines across multiple locations, teams, or business lines.
Deep knowledge of retail banking, small business banking, mortgage sales, and referral management.
Expertise in sales process design, pipeline management, coaching frameworks, and performance optimization.
Strong analytical and problem-solving skills to identify execution gaps, process inefficiencies, and growth opportunities.
Ability to lead change, influence multiple stakeholder groups, and drive adoption of tools, processes, and operating models.
Knowledge of banking regulations, risk management, and compliance requirements affecting sales practices.
Exceptional communication, facilitation, and relationship management skills, including the ability to align leaders around common standards and outcomes.
Strong project management and execution discipline focused on accountability, continuous improvement, and measurable business results.
Strong analytical and reporting skills, with advanced proficiency in Excel, Power BI, and CRM systems.
Demonstrated ability to influence leaders and uphold standards across multiple business lines without direct authority.

Nice To Haves

Experience supporting a multi-branch retail network.
Knowledge of consumer, small business, and mortgage products.
Project management or process improvement credentials.
Change management experience.

Responsibilities

Design, document, and maintain sales and service processes across the branch network, Small Business Banking, and Mortgage.
Define operating rhythms for each line of business, including cadence, participants, and required outputs for huddles, appointment management, pipeline reviews, observations, coaching sessions, outreach blocks, and customer meetings.
Establish referral and handoff standards among the branch network, Small Business Banking, Mortgage, and other partner lines.
Identify friction in sales, application, and onboarding experiences and lead process improvements with accountable business owners.
Establish coaching standards across the three businesses, including expectations for observation, one-on-one sessions, and development planning.
Review adherence to routines across markets and business lines and agree on follow-up plans when execution does not meet standards.
Capture practices from high-performing markets and teams and turn them into repeatable standards.
Lead adoption of new sales tools, processes, and campaigns across the three businesses, partnering with Learning & Development on training and reinforcement.
Communicate process changes, expectations, and effective dates, and measure adoption after launch.
Ensure sales processes and routines comply with regulatory requirements and bank policy, including mortgage originator and small business lending requirements, and support customer-first outcomes.