Sales Process & Routines Manager

Valley National Bank; Morristown (NJ); On-site; USD 98,000 - 172,000; Full time

Job summary

Valley National Bank seeks a Manager, Sales Process & Routines to own the sales and service rhythms across the branch network, Small Business Banking, and Mortgage. You will establish standards, empower leaders, and ensure consistent execution of sales practices and coaching across three lines of business.

The role requires deep retail banking knowledge, process design expertise, and strong change-management skills to drive adoption while maintaining regulatory compliance.

Qualifications

• 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.

Responsibilities

• Design, document, and maintain the sales and service processes that drive customer acquisition and referrals across branches, Small Business Banking, and Mortgage.
• Define standard operating rhythms for each line of business and calibrate to distinct sales cycles.
• Codify referral and handoff standards to ensure leads are captured and worked consistently.
• Identify friction in sales, application, and onboarding and lead process improvements.

Skills

Retail banking knowledge

Sales process design

Coaching frameworks

Analytical skills

Regulatory knowledge

Communication skills

Project management

Education

Bachelor's degree in business/finance

Banking experience

Tools

Excel

Power BI

CRM systems

Job description

At Valley Bank, we believe in people's growth potential. We invest in it. We protect it. We focus it. For nearly 100 years, we've been the Bank that clients from every industry turn to for our expertise, strategies, and advice--building the kind of trust that can fuel every goal. We are the leading relationship bank built for growth--with over $60 billion in assets, 3,800 experts, and more than 200 consumer branches and commercial banking offices in communities across the US.

At Valley, we're all driven by an ambition that goes deeper than just having a job. That's why when you work for us, we make it our goal to help you focus on what drives you--working to turn your passions and strengths into assets you can use to propel your ambitions and build the professional legacy you want. Because when we say we're a relationship bank built for growth, that's not just reserved for our clients--that includes all our associates as well.

The Manager, Sales Process & Routines owns the sales and service operating rhythms across the retail branch network, Small Business Banking, and Mortgage -- the routines, processes, and performance disciplines that sales leaders in all three businesses execute consistently. The role defines the standard, equips leaders to run it, measures adherence, and closes the gaps. It serves as the primary liaison between the Director, Sales & Service Effectiveness and front-line leadership, and is accountable for consistent execution of sales practices, coaching routines, and performance management standards across the three lines of business.

Job Description

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.

Requirements

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.

Full-time/Part-time

Full-time

FLSA

Exempt

Location(s)

Morristown , New Jersey , United States

Total Rewards Summary

We provide a comprehensive and competitive total rewards package including base salary determined by factors such as the role, relevant experience, skill set, and geographical location. Eligible positions may also be eligible to receive commission-based compensation and/or discretionary incentive compensation, which may be awarded as cash or forfeitable equity, recognizing individual performance and contributions.

In addition to financial compensation, we offer a robust suite of benefits tailored to meet diverse employee needs based on eligibility criteria. These include comprehensive health care and insurance plans, retirement savings options, tuition and adoption reimbursement programs, paid time off, mental health support, and other valuable benefits programs. Further details regarding total compensation and benefits will be shared during the hiring process.

Pay Range

The estimated pay range for this job. Disclosing pay information promotes competitive and equitable pay. The actual pay rate will depend on the person's qualifications and experience. $98,400.00 - $171,900.00 / year

Pay Transparency

In order to support the Fair Compensation Strategy by the US Govt., HR Dept., clients are required to adhere to "Pay Transparency Law"; in the impacted states; that have mandated the employers to list the salary ranges in Job advertisements or postings for job opportunities and Job promotions.

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Employer Privacy Policy

Valley is an equal opportunity/affirmative action employer. All qualified applicants are encouraged to apply and will be considered for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, status as a protected veteran, or any other legally protected status or characteristic.

If you are a person with a disability and need a reasonable accommodation to search or apply for a career opportunity, please call us at 800-652-6500, option 2, for assistance with an alternate method of access. A response to your accommodation request may take up to two business days. Other inquiries to this number will not receive a response.

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