Managing Director - Wealth Management (Western New York)

Responsible for the management and business development of Tompkins Financial Advisors (TFA) in an assigned market. Expected to ensure an exceptional client experience with complete wealth management services including planning, investments and trust services; lead wealth management business development efforts within the market; oversee or manage assigned wealth management accounts in accordance with legal requirements, and department policies and procedures; prepare and/or supervise the preparation of various reports, forms, and other written information; manage profitability; participate as a member of senior management at TFA in overall policy and planning decisions. Collaborate with colleagues across the company.

• Manage TFA in an assigned market and maintain overall control to provide clients with complete wealth management services by performing the following duties:
  • Ensure TFA clients receive investment management, trust and estate services, and financial planning. In addition, work with all business partners within Tompkins Financial Corporation to provide access to all financial services and products provided by the Company.
  • Lead TFA business development efforts within the market, partnering with leaders at Tompkins Financial Corp, supporting/mentoring Wealth Advisors, and developing Centers of Influence such as accountants and attorneys.
  • Formulate goals, strategies, and business development for the market within the framework of TFA; direct the execution of plans and programs designed to achieve established objectives; direct the implementation of approved changes.
  • Establish appropriate management controls to ensure that established policies and procedures are being followed within the market.
  • Conduct regular meetings and planning sessions with TFA team members in the market to review the status of accounts, business development efforts and progress towards meeting business objectives.
  • Prepare and submit reports to senior management and the Board.
  • Maintain an active awareness of legal and legislative changes to ensure compliance.
• Enhance profits and profitability of the market as follows:
  • Maintain projections of income, revenues and expenses.
  • Determine profitability of accounts, prepare plans of action for those not profitable.
  • Tailor wealth management solutions as necessary to meet client needs.
• Develop a marketing program in conjunction with TFA Leadership and corporate marketing to maintain and grow TFA’s public image.
• Participate as a member of senior management in establishing overall policy and strategic business planning for TFA.
• Build and manage a successful business development team.
• Review employee performance on a regularly scheduled basis holding all team members accountable for meeting business goals and objectives.
• All other duties as assigned.

• Bachelor’s degree is required.
• Minimum of five (5) years’ related experience required.
• Demonstrated leadership experience to direct and motivate team members
• A thorough knowledge of current wealth management regulations and practices.
• Exceptional interpersonal relations and communicative skills with the ability to build and maintain strong long-lasting relationships.
• Demonstrated leadership skills and proven ability to drive business results effectively and efficiently.
• Ability to effectively collaborate with a wide range of stakeholders including clients, COIs, direct reports, senior management and peers.
• Team-working, influence and problem-solving skills, plus creativity are key qualities, as is the ability to work in a fast-paced environment.

• Medical
• Dental
• Vision
• 401(k) Match
• Profit Sharing
• Paid Time Off
• 11 Holidays
• Tuition Reimbursement
• Free Parking throughout Tompkins Community Bank
• Employee Referrals

**In addition to your base salary and a competitive benefits package, successful candidates will participate in a performance-based cash incentive plan and may be eligible for Equity Grants**

Tompkins is committed to a policy of Equal Employment Opportunity ("EEO") with respect to all team members and applicants for employment and a work environment free from discrimination (including unlawful harassment) based on race, color, religion, sex, sexual orientation, transgender status, gender non-conformity, gender identity, gender expression, national origin, age, marital status, domestic violence victim status, disability, predisposing genetic characteristics, military or veteran status or status in any group protected by federal, state, or local law.

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• Manage TFA in an assigned market and maintain overall control to provide clients with complete wealth management services by performing the following duties:
  • Ensure TFA clients receive investment management, trust and estate services, and financial planning. In addition, work with all business partners within Tompkins Financial Corporation to provide access to all financial services and products provided by the Company.
  • Lead TFA business development efforts within the market, partnering with leaders at Tompkins Financial Corp, supporting/mentoring Wealth Advisors, and developing Centers of Influence such as accountants and attorneys.
  • Formulate goals, strategies, and business development for the market within the framework of TFA; direct the execution of plans and programs designed to achieve established objectives; direct the implementation of approved changes.
  • Establish appropriate management controls to ensure that established policies and procedures are being followed within the market.
  • Conduct regular meetings and planning sessions with TFA team members in the market to review the status of accounts, business development efforts and progress towards meeting business objectives.
  • Prepare and submit reports to senior management and the Board.
  • Maintain an active awareness of legal and legislative changes to ensure compliance.
• Enhance profits and profitability of the market as follows:
  • Maintain projections of income, revenues and expenses.
  • Determine profitability of accounts, prepare plans of action for those not profitable.
  • Tailor wealth management solutions as necessary to meet client needs.
• Develop a marketing program in conjunction with TFA Leadership and corporate marketing to maintain and grow TFA’s public image.
• Participate as a member of senior management in establishing overall policy and strategic business planning for TFA.
• Build and manage a successful business development team.
• Review employee performance on a regularly scheduled basis holding all team members accountable for meeting business goals and objectives.
• All other duties as assigned.

• Bachelor’s degree is required.
• Minimum of five (5) years’ related experience required.
• Demonstrated leadership experience to direct and motivate team members
• A thorough knowledge of current wealth management regulations and practices.
• Exceptional interpersonal relations and communicative skills with the ability to build and maintain strong long-lasting relationships.
• Demonstrated leadership skills and proven ability to drive business results effectively and efficiently.
• Ability to effectively collaborate with a wide range of stakeholders including clients, COIs, direct reports, senior management and peers.
• Team-working, influence and problem-solving skills, plus creativity are key qualities, as is the ability to work in a fast-paced environment.