Burke & Herbert Bank & Trust CLASSIFICATION: Exempt REPORTS TO: Chief Banking Officer DATE: May 18, 2026 Position TypeNew Job TitleDirector of Retail Sales (EBDDRSXX) / First/Mid-Level Officials and Managers Hiring ManagerLauren Kimlel (Lauren Kimlel) Total Number of Positions1 LocationsFederal Street, Bluefield WV (FEDST) +5 Worker Category-- Worked in CountryUnited States (US) Business Unit-- Home Department336 Retail/Branch Admin (000336) Target Requisition Close Date09/01/2026 Marked as an Evergreen JobNo Recruiter Details NameTammy Ours (Tamara Ours) EmailTOurs@burkeandherbertbank.com Phone-- Fax Number304-530-0607-70607 Reason for Hire-- 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 Banks reputation for Service Beyond Expectations (SBE). This individual will be responsible for translating Retails 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 Banks 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 Other duties as assigned Skills/Abilities Deep understanding of consumer banking products, deposit strategies, and customer engagement best practices. Sales Leadership & Coaching Excellence Strategic Thinking & Execution Relationship Building & Influence Change Management Performance Analytics & Accountability Communication & Presentation Skills 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 Banks footprint. For Applicants located in Northern Viriginia (VA): The anticipated salary range for this position is $140,000$225,000 annually. For Applicants located in Salisbury, Maryland (MD): The anticipated salary range for this position is $120,000$180,000 annually. For Applicants from all other locations: The salary will be based on experience, qualifications, and geographic location. The ranges listed above for Viriginia and Maryland represent the good-faith compensation the Company reasonably expects to pay for the position at the time of posting. Actual compensation will be determined based on factors including, but not limited to, the candidate's skills, qualifications, experience, education, certifications, internal equity, and business needs. This position may also be eligible for additional compensation, such as bonuses or incentive pay, where applicable. Education and Experience Minimum of 10+ years of progressive experience in retail banking, sales leadership, or branch management. Demonstrated success leading sales performance in a community or regional bank environment. Strong background in sales coaching, performance management, and cultural transformation. Bachelors degree in Business, Finance, Marketing, or a related field (or equivalent additional related 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. CLASSIFICATION: Exempt REPORTS TO: Chief Banking Officer DATE: May 18, 2026 JOB DESCRIPTION Summary/Objective The Director of Retail Excellence is responsible for the end-to-end operational health, physical infrastructure, and human capital efficiency of the banks retail division. You will serve as the primary architect for how products and services are delivered to our clients, ensuring that every branch and ATM operates with precision, every employee is equipped to succeed, and every square foot of our physical footprint is optimized to deliver top quartile returns. Essential Functions Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Strategic Operations & Governance Excellence Policies & Procedures: Own the lifecycle of retail banking manuals. Ensure all operational workflows are compliant with federal regulations while remaining frictionless for the customer. Executive Liaison: Act as the primary strategic partner to the COO, translating high-level vision into actionable operational roadmaps. Risk Management: Partner with Audit, Risk and Compliance to mitigate operational risk within the retail network. Risk Governance (Three Lines of Defense): Demonstrated understanding of fir
