The Role
Designs and standardizes sales processes, operating routines, referral workflows, coaching practices, and change adoption across branch banking, small business banking, and mortgage. Ensures consistent execution, identifies process friction, drives continuous improvement, supports tool and campaign adoption, and maintains compliance with banking regulations and policies. The role influences leaders across multiple business lines and measures performance through analytics, reporting, and routine adherence.
Summary Generated by Built In
Job Summary & ResponsibilitiesPreferred Qualifications
Responsibilities include but are not limited to:
- Sales Process & Routines
- Design, document, and maintain the sales and service processes that drive customer acquisition, relationship deepening, and referral flow across the branch network, Small Business Banking, and Mortgage.
- Define standard operating rhythms for each line of business -- specifying the cadence, participants, and required output for huddles, appointment management, pipeline reviews, in-the-moment observations, formal coaching sessions, proactive outreach blocks, and customer meetings -- with each routine calibrated to the distinct sales cycles of branch, small business, and mortgage.
- Codify referral and handoff standards among the branch network, Small Business Banking, Mortgage, and other partner lines, so leads are captured, routed, and worked consistently.
- Identify friction in the sales, application, and onboarding experience and lead process improvements with accountable business owners.
- Coaching & Execution Discipline
- Establish the coaching standard used across all three businesses, including observation, one-on-one, and development planning expectations.
- Review routine adherence across markets and business lines and agree on follow-up plans where execution falls short of the standard.
- Capture practices from high-performing markets and teams and convert them into repeatable standards the other businesses can adopt.
- Enablement, Change & Risk
- Own adoption of new sales tools, processes, and campaigns across the three businesses, partnering with Learning & Development on training and reinforcement.
- Communicate process changes with clear 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 are designed to drive customer-first outcomes.
Required Skills:
- 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 across multiple stakeholder groups, and drive adoption of new tools, processes, and operating models.
- Knowledge of banking regulations, risk management, and compliance requirements impacting sales practices.
- Exceptional communication, facilitation, and relationship management skills with the ability to align leaders around common standards and outcomes.
- Strong project management and execution discipline, with a focus on accountability, continuous improvement, and measurable business results.
Required Experience:
- Bachelor's degree in business, finance, marketing, or management, or equivalent banking experience.
- Minimum of 5 years in banking, retail branch sales management, small business or mortgage sales support, sales operations, or sales effectiveness.
- Minimum of 3 years developing and sustaining sales processes and performance routines across multiple locations, teams, or business lines.
- Strong analytical and reporting skills, with advanced proficiency in Excel, Power BI, and CRM systems.
- Demonstrated ability to influence leaders and hold a standard across multiple business lines without direct authority.
Preferred Experience:
- Multi-branch retail network support, knowledge of consumer, small business, and mortgage products, project management or process improvement credentials, and change management experience.
Skills Required
- Bachelor's degree in business, finance, marketing, or management, or equivalent banking experience
- Minimum of 5 years in banking, retail branch sales management, small business or mortgage sales support, sales operations, or sales effectiveness
- Minimum of 3 years developing and sustaining sales processes and performance routines across multiple locations, teams, or business lines
- Strong analytical and reporting skills
- Advanced proficiency in Excel, Power BI, and CRM systems
- Ability to influence leaders and hold a standard across multiple business lines without direct authority
- 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
- Knowledge of banking regulations, risk management, and compliance requirements impacting sales practices
- Exceptional communication, facilitation, and relationship management skills
- Strong project management and execution discipline
- Multi-branch retail network support experience
- Knowledge of consumer, small business, and mortgage products
- Project management or process improvement credentials
- Change management experience
Valley Bank Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Valley Bank and has not been reviewed or approved by Valley Bank.
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Healthcare Strength — Health coverage spans medical, dental, and vision with HSA/FSA options alongside life, AD&D, disability, and EAP support. The breadth presents as a comprehensive, modern package for a regional bank.
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Leave & Time Off Breadth — Time off offerings include vacation/PTO, sick leave, and volunteer PTO. Feedback suggests these elements contribute positively to work–life balance even when base pay feels light.
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Retirement Support — Retirement programs include a 401(k) with company match and, for eligible employees, a deferred compensation plan. The presence of these programs strengthens total compensation.
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The Company
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. ©2025 Valley National Bank. Member FDIC. Equal Opportunity Employer. Equal Housing Lender. All Rights Reserved.
