Manager of Financial Services - Kingston, NY

Ulster Savings•Kingston, NY

7d•Hybrid

About The Position

The Manager of Financial Services leads Ulster Savings Bank’s Financial Services program in partnership with Cetera Investment Services while maintaining and growing a personal book of business. The role recruits, hires, coaches, and supervises Registered Representatives; establishes and monitors individual and team goals; drives referrals and revenue growth; and supports the Bank’s wealth management strategy. Incentive compensation is tied to personal and team production, with earning potential increasing as the business and production volume expand. The Manager provides day-to-day leadership and coordinates with Cetera supervisory principals and compliance personnel on broker-dealer supervision, regulatory requirements, and oversight. The position operates in a community bank environment and involves regular interaction with clients, Bank leadership, branch staff, and Cetera personnel. It is described as a hybrid remote position.

Requirements

Active FINRA Series 7 license.
Series 63 or Series 66 license.
At least 5 years of experience as a Registered Representative, Financial Advisor, or Investment Representative.
Demonstrated experience leading, coaching, or supervising financial services professionals.
Proven ability to achieve individual and team sales and production goals.
Excellent written and verbal communication skills.
Ability to travel and work independently.
Cetera background check required.

Nice To Haves

Bilingual ability.
Experience working in or closely supporting a bank-based investment services program.
Familiarity with Cetera’s platform, policies, and procedures.
Bachelor’s degree in finance, business, or a related field.
Strong leadership and team development skills.
Sales performance management and coaching skills.
Knowledge of investment products, advisory services, and wealth management strategies.
Understanding of the operating relationships among a bank, its branch network, and a third-party broker-dealer in a bank-based investment services model.
Strong interpersonal and relationship-building skills.
Knowledge of FINRA, SEC, and broker-dealer compliance requirements.
Ability to analyze production reports and manage performance metrics.

Responsibilities

Generate a minimum of $250,000 in annual gross commissions.
Develop and service a personal book of business, schedule at least 10 new appointments per week, and continually create new and assigned lead streams within and outside the Bank.
Build effective working relationships with branch managers and branch staff.
Supervise, manage, and mentor Registered Representatives in the Bank’s Financial Services program.
Recruit, hire, onboard, and train representatives in partnership with Bank leadership and Cetera.
Provide ongoing coaching, performance management, and professional development for the team.
Establish individual and team sales goals aligned with Bank and Cetera objectives.
Partner with branches, subsidiaries, and other Bank departments to strengthen referrals, coordinate client service, and deepen customer relationships.
Evaluate program structure, staffing, and processes and implement improvements to performance and efficiency.
Monitor individual and team production, including sales volume, assets under management, referrals, and revenue.
Analyze performance metrics, identify gaps and trends, and implement strategies to improve productivity and goal attainment.
Conduct pipeline reviews, performance meetings, and sales coaching sessions.
Support execution of the Bank’s investment and wealth management strategy.
Acquire and retain clients and maintain and grow a personal book of business.
Provide investment guidance and recommend products and services appropriate to clients’ needs and risk tolerance.
Represent the Bank and Cetera professionally and with a client-focused approach.
Train representatives on Bank policies, Cetera platform tools, compliance requirements, and sales practices.
Support ongoing professional development and licensing requirements.
Help branch staff identify referral opportunities and understand Financial Services offerings.
Ensure compliance with FINRA, SEC, Cetera, and Bank policies and procedures.
Monitor representative activity, documentation, and sales practices for regulatory compliance.
Coordinate with Cetera supervisory principals and compliance personnel as required.
Promote a culture of compliance, ethics, and client protection.
Perform other duties as assigned by management.