Manager of Financial Services - Kingston, NY

Working at Ulster Savings Bank

At Ulster Savings Bank, you'll be part of an enthusiastic team of people where we believe in working closely together for the benefit of our customers, communities, and each other. When you add this to an environment that allows skills and experience to bring forth growth and change, you'll find plenty of room to grow professionally. We offer an excellent benefit package, including paid time off, paid holidays, medical, dental and vision insurance, matching 401k plan, and educational assistance. Final candidates are subject to a pre-employment background check, which will include, but is not limited to credit history.

Ulster Savings Bank is officially Certified by Great Place To Work

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Business Development drives financial performance through profitable revenue growth, goal attainment, and exceptional customer service. All employees have a role in Business Development and are responsible for identifying potential opportunities to cross sell all Bank products and/or services to both new and existing clients. Employees will continually prospect, both within and outside of the Bank, to create new lead streams for any and all of the Bank's business lines.

Position Summary:

The Manager of Financial Services offers the opportunity to lead a small team of financial representatives while maintaining and growing a personal book of business. In partnership with Cetera Investment Services, this role shapes the Bank's Financial Services program by recruiting, hiring, coaching, and supervising Registered Representatives; setting and monitoring individual and team goals; and driving referrals and revenue growth. With uncapped incentive compensation tied to personal and team production, earning potential grows as the business and production volume expand. The Manager strengthens client relationships, advances the Bank's wealth management strategy, and ensures compliance with FINRA, SEC, Cetera, and Bank requirements. This is a HYBRID REMOTE position which provides great flexibility for the right candidate.

Compensation

• Base salary plus incentive compensation based on personal and team production.
• Eligibility for performance bonuses and commissions.
• A comprehensive benefits package, which includes health insurance, retirement plan, and paid time off.

Essential Knowledge and Skills:

The Manager of Financial Services exercises day-to-day leadership of the Bank's Financial Services program and coordinates with Cetera supervisory principals and compliance personnel on broker-dealer supervision, regulatory requirements, and related oversight.

Required:

• Active FINRA Series 7 license
• Series 63 or Series 66 license
• Excellent written and verbal communication skills.
• Minimum 5 years of experience as a Registered Representative, Financial Advisor, or Investment Representative
• Demonstrated experience leading, coaching, or supervising financial services professionals.
• Proven track record of achieving individual and team sales and production goals.
• Ability to travel and work independently.
• Cetera background check is required.
• Bi-lingual a plus.

Preferred:

• Experience working in or closely supporting a bank-based investment services program
• Familiarity with Cetera platform, policies, and procedures
• Bachelor's degree in finance, Business, or related field
• Strong leadership and team development skills
• Sales performance management and coaching
• 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.
• This position operates in a community bank environment in partnership with Cetera Investment Services. The role requires regular interaction with clients, Bank leadership, branch staff, and Cetera supervisory and compliance personnel to support client service, referrals, program execution, and regulatory compliance.

Essential Duties and Responsibilities:

• Generate a minimum of $250,000 in annual gross commissions.
• Develop a good working relationship with branch managers and branch staff.
• Develop and service your book of business and schedule a minimum of 10 new appointments per week while continually creating new and assigned lead streams both within and outside of the institution.

Leadership and Team Management

• Supervise, manage, and mentor a team of Registered Representatives operating within the Bank's Financial Services program.
• Recruit, hire, onboard, and train new representatives in partnership with Bank leadership and Cetera.
• Provide ongoing coaching, performance management, and professional development to maximize team effectiveness.
• Establish clear individual and team sales goals aligned with Bank and Cetera objectives.
• Partner closely with branches, subsidiaries, and other bank departments to strengthen two-way referrals, coordinate client service, and deepen customer relationships.
• Evaluate program structure, staffing, and processes; implement improvements that enhance performance, efficiency, and industry alignment.
• Sales management and production oversight include the following responsibilities:
  
  
  
  • Monitor and track individual and team production, including sales volume, assets under management, referrals, and revenue.
  • Analyze individual and team performance metrics, identify gaps and trends, and implement targeted strategies to improve productivity and goal attainment.
  • Conduct regular pipeline reviews, performance meetings, and sales coaching sessions.
  • Ensure effective execution of the Bank's investment and wealth management strategy.
  
  
  
  
• Personal production and client relationship management include the following responsibilities:
  
  
  
  • Maintain and grow an active personal book of business through client acquisition, retention, and relationship management.
  • Provide investment guidance and recommend financial products and services that are appropriate for each client's needs and risk tolerance.
  • Partner with branch personnel to develop referral opportunities and deepen client relationships.
  • Represent the Bank and Cetera in a professional and client-focused manner.
  
  
  
  

Training and Development

• Train new and existing Registered Representatives on Bank policies, Cetera platform tools, compliance requirements, and sales practices.
• Support ongoing professional development and licensing requirements.
• Assist branch staff in identifying referral opportunities and understanding Financial Services offerings.
• Compliance and regulatory oversight include the following responsibilities:
• Ensure compliance with FINRA, SEC, Cetera Investment Services, and Bank policies and procedures.
• Monitor representative activity, documentation, and sales practices to maintain regulatory compliance.
• Coordinate with Cetera supervisory principals and compliance personnel as required.
• Promote a strong culture of compliance, ethics, and client protection.

Marginal Duties and Responsibilities:

• Any other duties as assigned by management.

Ulster Savings Bank is an Equal Opportunity Employer.

All qualified applicants will receive consideration for employment without regard to age, race, color, religion, sex, sexual orientation, gender identity, national origin, genetics, disability or protected veteran status, and any other basis protected by applicable local, state, or federal law or Executive Orders.