Sales Process & Routines Manager

Valley National Bank; Morristown (NJ); On-site; USD 110,000 - 140,000; Full time

Job summary

Valley National Bank in Morristown, NJ, is seeking a Sales Enablement leader to design and optimize sales and service processes across branch, Small Business Banking, and Mortgage.

You will codify referral standards, drive adoption of new tools, and ensure regulatory compliance while delivering customer-first outcomes.

This role focuses on coaching, measurement, and cross‑team collaboration to strengthen performance and operational excellence.

Responsibilities

• 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.

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.