Private Client Practice Leader

Overview

At Community Financial System, Inc. (CFSI), we are dedicated to providing our customers with friendly, personalized, high-quality financial services and products. Our retail division, Community Bank, N.A., operates more than 200 customer facilities across Upstate New York, Northeastern Pennsylvania, Vermont and Western Massachusetts. Beyond retail banking, we also offer commercial banking, wealth management, investment management, insurance and risk management, and benefit plan administration.

Just as our employees are committed to helping our customers manage their finances, we’re committed to our employees. After all, they make it happen for our customers every day.

To ensure our people can enjoy long and successful careers here at CFSI, we offer competitive compensation, great benefits, and professional development and advancement opportunities. As an equal-opportunity workplace and affirmative-action employer, we celebrate and support a diverse workplace for the benefit of all: our employees, customers and communities.

At One Group, we recognize that our high net worth and private clients require a level of sophistication, personalization, and expertise that exceeds the standard. The Private Client Practice Leader is responsible for managing and expanding a defined book of complex personal risk clients while driving new business and strategic relationship growth through intentional Centers of Influence (COIs). The manager is accountable for total book growth, new business premium targets, and the development and management of 10+ qualified Centers of Influence per quarter.

Essential Duties:

Client Relationship Management & Service Excellence

• Deliver One Group’s Private Client’s standard service to high net worth individuals and families by providing customized risk management strategies and concierge-level attention.
• Retain and grow a portfolio of complex personal lines clients, leveraging advanced knowledge of high net worth insurance carriers.
• Collaborate closely with the internal service team to ensure timely renewals, proactive communication, and high client satisfaction.
• Identify cross-sell and account rounding opportunities that add value to the client and One Group’s relationship.
• Book of Business & Revenue Growth
• Achieve a minimum of +10% annual book growth, supported by consistent account development and client retention.
• Meet or exceed quarterly new business premium targets, developed in partnership with the Personal Lines SVP and Practice Leader as well as the One Group leadership team.
• Prepare and present high-value proposals with the support of internal placement and marketing resources.

Centers of Influence (COIs)

• Actively develop and manage a pipeline of 10+ qualified and engaged Centers of Influence per quarter, including financial advisors, estate attorneys, private bankers, luxury realtors, and family offices.
• Generate new business leads and introductions through COIs; track performance and results via CRM or other approved systems.
• Represent One Group at client functions, networking events, and high net worth industry forums to enhance visibility and partnership opportunities.

Internal Collaboration & Leadership

• Partner closely with the placement, marketing, and leadership teams to ensure smart market strategy and accurate risk placement.
• Provide strategic feedback on carrier performance, client trends, and market conditions.
• Contribute to internal initiatives to elevate One Group’s Private Client brand and client experience model.
• Maintain proficient knowledge of, and demonstrate ongoing compliance with all laws and regulations applicable to this position, ensure ongoing adherence to policies, procedures, and internal controls, and meet all training requirements in a timely manner.

Key Performance Indicators (KPIs)

• Total Book Growth
• New Business Premium Growth
• COI Growth & Management
• Client Retention
• Cross-Sell & Account Rounding

Education:

• High School Diploma or Equivalent, College Education preferred

Professional Certifications/Licenses:

• NYS Property / Casualty Agents/Brokers license required.
• Maintain NYS Property/Casualty Agents/Brokers License through…