- Design and refine go-to-market strategies for commercial lending products (e.g., term loans, SBA, CRE, lines of credit). Conduct competitive analysis to benchmark product offerings and pricing strategies. Collaborate with product and marketing teams to align messaging and campaign execution. Evaluate sales channel effectiveness and recommend improvements (e.g., direct RM outreach vs. digital lead generation).
- Develop client segmentation models to tailor sales approaches by industry, geography, and business size. Create sales playbooks and outreach templates for Relationship Managers and Lending Specialists. Conduct ad hoc analyses to support decisions on staffing, territory adjustments, and product focus. Support territory planning, segmentation, quota setting and RM portfolio alignment based on market opportunity and capacity using data-driven methodologies.
- Analyze client engagement data from Salesforce to identify trends and gaps in outreach. Analyze client feedback and win/loss data to refine sales tactics and improve conversion rates.
- Build dashboards to monitor sales pipeline health, conversion rates, and RM productivity. Ensure data integrity across CRM and reporting platforms, reconciling discrepancies as needed and track performance against quotas and incentive targets across teams and regions. Monitor Salesforce activities and ensure accurate tracking of outreach, lead generation, and client engagement.
- Generate executive-level reports on sales performance, market penetration, and strategic initiatives. Visualize insights for leadership presentations, steering committees, and board updates. Provide insights and recommendations to senior leadership to support strategic decision-making.
- Present reports and recommendations to senior leadership across the Commercial Bank.
Collaborate with Chief Banking Officers and their senior leadership teams to drive sales enablement practices within their dedicated regions. - Design and implement sales enablement strategies that support each regions' strengths and support the Relationship Managers and banking teams on aligning to those strategies.
Partner with Finance and Risk to align sales metrics with broader business goals. Partner with Sales Leaders, Credit teams, and Relationship Managers to align sales goals with lending capacity and risk appetite. Collaborate with marketing and product teams to ensure alignment of messaging and campaign execution. Assist in the design and implementation of sales incentive programs and training initiatives.
- Strong analytical skills with proficiency in Excel, SQL, and business intelligence tools.
- Strong experience with Salesforce and Power BI preferred.
- Excellent interpersonal skills with strong written / verbal communication and presentation skills.
- Strong familiarity with commercial lending products and client segmentation models.
- Bachelor's degree in Business, Finance, Economics, or related field
- Minimum of 7 years of experience in commercial banking, sales strategy, or financial analysis.
- Minimum of 10 years of experience
- MBA
Top Skills
What We Do
At Valley, we aren’t just your average financial institution; we're your trusted partner in building a brighter future. With a widespread presence across the U.S., we've been serving communities since 1927.
For over 95 years, our team of dedicated professionals has been committed to creating better banking opportunities for our customers and fostering growth and prosperity in the communities we serve. From personalized financial solutions to comprehensive banking services, home mortgages, commercial lending, and wealth management, we're here to help you achieve your financial goals, no matter how big or small.
We understand that each individual and business has unique challenges and opportunities, and we're here to listen, understand, and provide tailored solutions to help you succeed.
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