Wealth Management Managing Director

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.

Position Goals:

• Deliver Comprehensive Wealth Management Services-Ensure clients receive full-spectrum services: investment management, trust and estate planning, and financial planning.
• Collaborate across Tompkins Financial Corporation to provide access to all financial products.
• Drive Business Development in the Assigned Market-Lead efforts to grow TFA’s presence and client base. Build relationships with Centers of Influence (COIs) such as accountants and attorneys. Mentor and support Wealth Advisors to strengthen the team’s business development capabilities.
• Ensure Compliance and Operational Excellence- Maintain adherence to legal requirements and internal policies. Establish management controls and conduct regular team meetings to monitor progress and compliance. Stay informed on legislative changes impacting wealth management.
• Manage Profitability and Strategic Growth- Monitor income, revenue, and expenses to enhance profitability. Develop marketing programs to strengthen TFA’s public image. Participate in senior management planning for overall policy and strategy.
• Team Development and Operational Excellence- Build and manage a successful business development team. Conduct regular performance reviews and hold team members accountable for goals. Foster collaboration and maintain strong relationships with internal and external stakeholders.

Market Management

• Oversee Tompkins Financial Advisors (TFA) operations in the assigned market.
• Ensure delivery of complete wealth management services (investments, trust, estate, and financial planning).
• Coordinate with other Tompkins Financial Corporation business units to provide comprehensive client solutions.

Business Development

• Lead efforts to grow TFA’s client base and market presence.
• Build and maintain relationships with Centers of Influence (COIs) such as accountants and attorneys.
• Mentor and support Wealth Advisors to strengthen business development capabilities.

Strategic Planning & Execution

• Formulate goals and strategies for the market within TFA’s framework.
• Direct implementation of plans and approved changes.
• Participate in senior management policy and strategic planning decisions.

Compliance & Risk Management

• Ensure adherence to legal requirements and internal policies.
• Maintain awareness of legislative changes impacting wealth management.
• Establish management controls and monitor compliance.

Financial Performance

• Monitor income, revenue, and expenses to maintain profitability.
• Assess account profitability and take corrective actions.
• Develop marketing programs to enhance TFA’s public image.

Leadership & Team Development

• Build and manage a successful business development team.
• Conduct regular performance reviews and hold team members accountable.
• Foster collaboration across departments and with external stakeholders.

Key Characteristics:

• Relationship Building: Builds and leverages strategic alliances across the organization to drive business goals, foster cross-functional collaboration, and eliminate silos. Promotes a culture of connectivity by engaging networks to create value and advance organizational success.
• Influence: Establishes structures and leverages trusted relationships, alliances, and expertise to effectively position ideas and influence stakeholders. Promotes a culture where influence drives action, while remaining mindful of the inherent impact of their role on organizational outcomes.
• People Leadership: Champions employee engagement, retention, and development by fostering a culture of coaching, recognition, and shared leadership. Ensures succession planning, values individual contributions, and involves team members in decisions that impact their experience and growth.
• Strategic Leadership & Execution: Shapes and drives the organization’s long-term strategy by aligning vision, mission, and values with strategic goals and business growth initiatives. Collaborates across leadership, fosters inclusive planning, anticipates future challenges, and cultivates a reflective, forward-thinking culture that values diverse perspectives and broad engagement.
• Customer Focus: Anticipates evolving customer needs and integrates them into strategic planning, while fostering new relationships and emphasizing exceptional service. Builds partnerships with Centers of Influence to enhance the customer experience and expand referral opportunities.

• Bachelor’s degree required; advanced degree (MBA, CFP, CTFA, or equivalent) preferred.
• Minimum of five (5) years of relevant experience required. Progressive experience in wealth management, financial services, or related leadership roles preferred.
• Comprehensive knowledge of current wealth management regulations, fiduciary standards, and industry best practices.
• Exceptional interpersonal and communication skills with the ability to build, influence, and maintain strong, long-term client and stakeholder relationships.
• Proven track record of driving business growth, profitability, and strategic market development.
• Demonstrated leadership capability to inspire, coach, and hold teams accountable for achieving business objectives.
• Ability to collaborate effectively across multiple business units and with diverse stakeholders, including clients, Centers of Influence (COIs), senior leadership, and peers.
• Strong strategic thinking, problem-solving, and decision-making skills, coupled with creativity and adaptability in a fast-paced environment.
• Commitment to fostering an inclusive, client-centric culture and promoting continuous improvement and innovation.

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

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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