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Tompkins Financial Corporation · 1 day ago

Managing Director - Western New York

Rochester, NY

Full-time

Onsite

Mid, Senior Level

$160K/yr - $200K/yr

5+ years exp

Tompkins Financial Corporation is seeking a Managing Director to oversee the management and business development of Tompkins Financial Advisors in Western New York. The role focuses on ensuring exceptional client experiences and leading wealth management business development efforts while managing profitability and compliance.

Financial Services

Comp. & Benefits

Responsibilities

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

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

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

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

Ensure adherence to legal requirements and internal policies

Maintain awareness of legislative changes impacting wealth management

Establish management controls and monitor compliance

Monitor income, revenue, and expenses to maintain profitability

Assess account profitability and take corrective actions

Develop marketing programs to enhance TFA's public image

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

Qualification

Wealth ManagementBusiness DevelopmentLeadershipFinancial ServicesStrategic PlanningRegulatory KnowledgeInterpersonal SkillsCommunication SkillsProblem-SolvingAdaptabilityCustomer Focus

Required

Bachelor's degree required; advanced degree (MBA, CFP, CTFA, or equivalent) preferred

Minimum of five (5) years of relevant experience required

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