Overview
The Senior Trust Officer is responsible for managing and expanding a portfolio of client relationships by delivering comprehensive wealth management guidance and cultivating new business opportunities. This role requires a deep understanding of advanced wealth management strategies, fiduciary principles, and investment practices. The Senior Trust Officer leads the coordination and delivery of services across the client's advisory team, ensuring a seamless and highly personalized client experience. Core responsibilities include proactive client communication, the development of sophisticated financial plans, and collaboration with internal and external advisors to support clients in achieving their financial objectives.
Position Goals-
- Strengthen and Grow Client Relationships Build deep, trusted relationships with existing clients while proactively identifying opportunities to expand services and enhance client satisfaction.
- Deliver High‑Quality, Integrated Wealth Management Services Ensure clients receive comprehensive, coordinated services across investment, trust, banking, insurance, and financial planning by working collaboratively with the client strategy team and external advisors.
- Drive Business Growth and Profitability Develop strategies to increase services provided to clients, expand share of wallet, and help the company achieve its profitability goals and corporate vision.
- Provide Expert Financial Planning and Advisory Support Create detailed, complex financial plans, uncover client goals, and deliver tailored solutions requiring deep technical expertise in sophisticated wealth management practices.
- Support Team Performance and Professional Collaboration Act as a senior advisor and resource to teammates, providing guidance, sharing expertise, and fostering a collaborative environment that enhances team capability and drives organizational objectives.
Responsibilities
Key Responsibilities-
- Manage and deepen client relationships by maintaining regular communication, ensuring client experience standards are met, and uncovering client goals to provide tailored wealth solutions
- Develop new business through community involvement, prospecting, and building referral networks with centers of influence and existing clients
- Deliver integrated wealth management services by collaborating with internal experts (investment, trust, banking, insurance) and coordinating with external advisors to create comprehensive client strategies and financial plans
- Support organizational growth and profitability by expanding service offerings, increasing share of wallet, and helping teammates build their client base and sales strategies
- Demonstrate professional integrity and compliance by making sound, confidential decisions and ensuring adherence to regulatory requirements while maintaining an active presence in the community through charitable event participation
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.
- 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
- Influence-Influences strategically by aligning stakeholder interests, leveraging trusted relationships, and navigating organizational dynamics with situational awareness. Builds momentum through past successes, facilitates valuable connections, and drives support for ideas that advance business outcomes.
- Strategic Leadership and Execution- Leads departmental strategic planning in alignment with organizational goals by setting clear objectives, anticipating challenges, and developing actionable plans. Collaborates with leadership, presents business cases for initiatives, and fosters a reflective, growth‑oriented team culture to ensure sustained strategic execution
- Problem Solving and Decision Making- Applies a data‑informed, reflective approach to decision‑making by leveraging diverse information sources, setting clear metrics, and anticipating outcomes and risks. Coaches and empowers others to make sound decisions using the Tompkins decision‑making model, fostering a culture of thoughtful problem‑solving and accountability.
Qualifications
- A Bachelor's Degree in related field or equivalent related specialized training. Master's Degree in Business Management preferred.
- CFP, CPA or JD certification(s) desired, with mandatory continued education requirements set by the Company up to, and including, professional licensing and certification continuing education requirements.
- Minimum of ten (10) years' experience.
- Demonstrated success in wealth management, including business development, client relationship management, and the delivery of integrated financial solutions.
- Exceptional interpersonal skills, with the proven ability to uncover client goals and develop personalized, comprehensive financial plans.
- Strong written and verbal communication skills, with the ability to tailor messaging effectively for audiences ranging from individual clients to large groups.
- High attention to detail and the ability to construct sophisticated financial plans offering a range of strategic options.
- Ability to perform under pressure while demonstrating flexibility, sound judgment, and empathy.
Benefits
- Medical
- Dental
- Vision
- 401(k) Match
- Profit Sharing
- Paid Time Off
- 11 Holidays
- Tuition Reimbursement
- Free Parking throughout Tompkins Community Bank
- Employee Referrals
EEO Statement
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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Pay Range
USD $130, USD $160,000.00 /Yr.