Managing Director - Western

Overview

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.

• 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,…