Retail Sales Manager

POSITION SUMMARY:

The Retail Sales Manager (RSM) position is responsible for the overall sales management of the Retail branch network,  providing  key leadership to all branches in obtaining their financial, sales, and profitability goals.  This position will be heavily involved in coordinating regional and branch specific sales campaigns and incentives. The RSM will be an integral part of the Retail line of business goal setting and will coordinate various tracking of Retail sales objectives and our progress towards those goals on a monthly basis. The position works closely with the Retail Division Manager, Director of Retail Operations and Director of Marketing to coordinate sales strategies, accomplish financial/sales goals, and meet sales management objectives while maintaining operational and risk targets. Focus on staff and product development, service quality, and coordinating all retail sales and marketing activities in an active, structured manner will be key in this position to achieve the Retail goals. Retail line of business goals includes but are not limited to the following: deposit growth; loan growth; efficiency ratio; fee income, transaction account base growth; credit card and debit card (plastics) sales; core sales per retail employee (a volume indicator); and responsibility for the Retail division to achieve their contribution to profit goals for the bank. The RSM will evaluate competition regularly and make recommendations as appropriate to help us obtain our Retail goals and objectives. Responsibility will include assisting with the development of marketing strategies and branch management, and promote team-building efforts and referral networking between lines of business such as Commercial, Merchant Services,  CIA, Trust, Mortgage, etc. The RSM should possess analytical skills necessary to evaluate budgets, determine sales trends, and develop action plans to respond to those trends in a competitive fashion.  This position will provide significant influence on Retail business development and sales leadership to take the branch sales culture to higher levels of performance.

The RSM will provide input to the Retail Division Manager to influence the strategic direction of important policies, procedures, and programs in the Retail division of the bank and ensure that the goals are consistent with the plan objectives and accountability for goal attainment. The RSM travels to each branch in the region monthly, working extensively with the Branch Managers on sales management activities and coaching for increased effectiveness; developing proactive sales strategies and tactics to meet the branch sales goals; and discuss obstacles to reaching those sales goals while finding workable solutions to them. Regular review of financial and sales reports and coaching to those with the Retail branch management is important for success in this role. During the branch visits, the RSM works with each branch manager and assistant branch manager to assess Retail sales priorities and the plans to reach those goals; supports coaching initiatives with customer service representatives and tellers to determine sales obstacles and how to overcome them, as well as communicate sales priorities; work one-on-one with as many branch staff as possible to determine sales needs, training opportunities, and provide coaching as appropriate to help improve sales techniques and sales strategy/tactic effectiveness. 

Substantial administrative work is also involved with the RSM position, including monitoring/evaluating sales and financial reports and providing feedback to branches; evaluating monthly branch sales tactic reports and providing feedback; and coordinating and facilitating both corporate and local sales training initiatives (including formal classroom training and on-the-job training) as needed. This position will also monitor sales tracking and Retail Incentive Plans and provide support with resolving local sales tracking issues and employee requests for information or assistance with Retail-related products, sales, or incentive-related needs. The RSM will coordinate all overall Retail sales management branch activities, including but not limited to facilitation of weekly branch manager sales conference calls; assist with the monthly Retail branch manager’s meeting; and provide coaching to branch managers and sales staff regarding their sales management activities and how to improve them on an ongoing basis.  

Conducts relationships and activities consistent with established Bank policies, procedures and systems, the corporate code of conduct, Bank Secrecy Act and all applicable State and Federal laws and regulations.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

70%  Manage the regional Retail branch sales management programs (including STEP and ISTEP).

• Conduct regular monthly branch visits.
• Coordinate branch sales plans/tactics and increase sales tactic implementation and effectiveness through coaching and sales target group development and research. These activities include approximately three hours of time spent with each branch every month working one-on-one with branch management and branch sales staff to improve the sales effectiveness and sales activities of the branch network and achieve our Retail goals.
• Coach around our sales models and customer needs analysis processes at all levels.
• Work with the teller staff in each branch, assisting them with learning how to develop and apply sales referral skills and facilitate in-branch teller line product/sales promotions to stimulate and ensure the continued learning and accountability process.
• Provide ongoing sales management coaching to branch managers and branch sales staff and help them develop the appropriate structure and monitoring activities to support the sales management efforts.

30%  Evaluate sales and financial reports and determine sales priorities and focus areas.

• Review branch sales tactic/strategy reports and feedback and provide ongoing sales management coaching of those areas.
• Coach around our sales model and customer needs analysis processes.
• Facilitate the sales counseling process as appropriate.
• Maintain regular communications with the branches regarding Retail line of business product initiatives, procedural changes, product changes, etc., and work on special projects and other duties as assigned by the Retail Division Manager. 

Qualifications:

POSITION REQUIREMENTS:

• Required: High school education and prior supervisory/management experience; proven sales ability and previous sales management experience necessary.
• Preferred: College degree in related field; financial services industry experience and prior retail bank management experience preferred, especially in a similar role.
• Basic knowledge of the financial services industry gained through prior work experience; thorough knowledge of retail financial products and services; working knowledge of retail sales techniques and retail bank sales management experience preferred.
• Strong communications and management skills required, as well as superior organizational and time management skills; managerial-level problem-solving; and strategical  planning skills.  Proficiency in computer skills necessary.  
• Prefer candidates with sales management, branch management, and/or personnel management experience.
• Ability to drive a vehicle. Must maintain a current, valid driver’s license and an acceptable driving record for bank insurance purposes.