Sales Process & Routines Manager

United States·Morristown Corporate - MorristownNormalmid

Other

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Quick Summary

Key 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,

Requirements Summary

Deep knowledge of retail banking, small business banking, mortgage sales, and referral management. Expertise in sales process design, pipeline management, coaching frameworks,

Technical Tools

Other

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.