Education: A BS or BA in a related field normally required; Master’s Degree preferred. May require Series 24, 7, 63, 65 or 66 and Life Accident and Health Insurance licensed.
Skill(s): Proficient reading, writing, grammar and mathematics skills; a thorough knowledge of current wealth management regulations and practices; proficient interpersonal relations and communicative skills; demonstrated sales management and business development skills.
Experience: A minimum of ten (10) years’ experience in related field; demonstrated sales management and business development skills required.
Responsible for the management and marketing of Tompkins Financial Advisors in a geographic region, in a multi bank environment. Responsible for providing customers with complete wealth management services; managing assigned wealth management accounts in accordance with legal fiduciary requirements, and department policies and procedures; participating in business development activities; preparing and/or supervising the preparation of various reports, forms, and other written information; managing profitability; participating as a member of senior management in overall policy and planning decisions. Management of relationships within the corporate structure, as well as key suppliers. Presentation at board and regional meetings.
Manages Tompkins Financial Advisors in a specific geographic region and maintains overall control to provide customers with complete wealth management services by performing the following duties:
Maintains an active awareness of legal and legislative changes to insure compliance.
Administers goals, strategies, and operating policies and procedures for the region; directs the execution of plans and programs designed to achieve established objectives; directs the implementation of approved changes.
Establishes appropriate management controls to assure that established policies and procedures are being followed.
Conduct regular meetings and planning sessions with wealth management staff to review the status of accounts and review policies and procedures.
Prepares and submits reports to senior management and the Board.
Provides customers and prospects with a complete wealth management service; these services include the areas of investment management, trust and estate services, brokerage and insurance, financial planning, risk management, tax services and any other appropriate fiduciary capacity. In addition, work with all business partners within Tompkins Financial Corporation to provide access to all financial services and products provided by the company.
Determines profitability of the region as follows:
Analyzes fee schedules.
Maintains projections of income and expenses.
Determines profitability of accounts, prepares plans of action for those not profitable.
Modifies wealth management products and services as necessary to meet established objectives.
Manages productivity of staff.
Maintains an active awareness of changes in legal requirements which may affect wealth management and brokerage accounts.
Develops a regional marketing program in conjunction with corporate marketing and maintains TFA’s public image.
Participates as a member of senior management in establishing overall policy and strategic business planning for TFA.
Builds and manages a successful business development team.
Reviews employee performance throughout the probationary period and on a regularly scheduled basis thereafter.
Regularly coaches team member to improve business development and client management capabilities.
Must meet standards as outlined in Client Experience Standards Program.
Abides by the current laws and organizational policies and procedures designed and implemented to promote an environment that is free of harassment and other forms of illegal discriminatory behavior in the work place.
Cooperates with, participates in, and supports the adherence to all internal policies, procedures, and practices in support of risk management and overall safety and soundness and the Bank’s compliance with all regulatory requirements; insures that the unit and all personnel adhere to the same.
Performs tasks which are supportive in nature to the essential functions of the job, both which may be altered and re-designed depending upon the department needs or individual circumstances.
Is active and visible in a leadership capacity in the community.
Microsoft Word and Excel
Requires the ability to lift 0-10 lbs on a frequent basis.
Movement that may be required for a prolonged period of time, includes, but is not limited to: sitting, standing, bending, leaning, pushing, stretching, reaching and typing as is common and typical in an office environment.