Director of Retail Sales in Salisbury, Maryland at Burke & Herbert Bank & Trust

Burke & Herbert Bank & Trust

CLASSIFICATION: Exempt

REPORTS TO: Chief Banking Officer

DATE: May 18, 2026

JOB DESCRIPTION

Summary/Objective

The Director of Retail Sales is responsible for developing, implementing, and sustaining a best-in-class sales and service culture across the Retail Banking Division. This role provides leadership, coaching, and oversight to ensure consistent, customer centric sales execution that drives deposit growth, deepens customer relationships, and reinforces the Bank’s reputation for Service Beyond Expectations (SBE).

This individual will be responsible for translating Retail’s Strategic Priorities related to sales and deposit growth into actionable behaviors, equipping frontline teams with the tools and skills to succeed, and ensuring disciplined execution to achieve defined sales goals and service standards.

Essential Functions
Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Sales & Service Culture Leadership

• Lead the development and execution of a sales and SBE focused culture aligned with the Bank’s mission, values, and community banking philosophy.
• Establish clear expectations for customer engagement, needs‑based selling, and service excellence across the retail channel.
• Act as a visible champion of retail sales standards, ensuring consistency across regional markets, branches, and teams.

Strategy Development & Execution

• Translate Retail Strategic Priorities into actionable sales initiatives by developing and implementing a comprehensive retail sales strategy focused on core deposit growth, product penetration, and relationship deepening.
• Partner with Retail Operations, Marketing, Product, Learning & Development and other partners to align campaigns, tools, and training with sales objectives.

Coaching & Talent Development

• Provide direct coaching and guidance to Retail leadership (Area Managers, Community Bank Managers, and Relationship Bankers) to strengthen sales capabilities.
• Ensure sales initiatives align with local market needs.
• Develop and reinforce a coaching culture, ensuring leaders are effectively training, observing, and developing frontline staff.

Performance Management & Accountability

• Monitor Retail sales KPIs, scorecards, and success metrics.
• Analyze performance trends, identify gaps, and implement targeted improvement plans.
• Ensure consistent execution of sales processes, referral expectations, and customer conversation standards.

Training & Enablement

• Partner with Learning & Development to identify skill gaps and support the delivery of sales training.
• Ensure frontline teams have effective tools, talking points, and resources to confidently engage customers and prospects.
• Reinforce training through follow‑up coaching, field observations, and ongoing reinforcement.

Collaboration & Cross‑Functional Leadership

• Work closely with internal partners to ensure sales initiatives align with operational standards, compliance requirements, and SBE standards.
• Collaborate with internal partners (Business Banking, Wealth, Mortgage and Treasury Management) to strengthen referral pipelines and integrated relationship management.
• Serve as a key advisor to senior leadership on retail sales trends, opportunities, and risks.

Other Duties

Skills/Abilities

Supervisory Responsibility

This position has supervisory responsibilities.

Work Environment

This job operates in an office setting, including within our network of branches. The opportunity to telework is not available. This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets and fax machines. Office environment with job duties conducted via telephone, face to face meetings, and on the computer.

Physical Demands

This position requires manual dexterity, the ability to lift files and open cabinets. This position requires bending, stooping or standing as necessary.

Travel

Must be able to perform regular travel to branch locations within the Bank’s footprint.

This position is classified as non-exempt, and as such it is paid on an hourly basis. The pay range for this position is $120,000 - $180.000 Annually. Eligible for incentive compensation.

Education and Experience

Equal Employment Opportunity/M/F/disability/protected veteran status

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.

This employer is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected veteran status, age, or any other characteristic protected by law.