Relationship Manager, Institutional Capital Group

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Job Summary
The Relationship Manager (Vice President) in the Institutional Capital Group (ICG) plays a pivotal role in delivering tailored financial solutions to institutionally backed commercial real estate owner-operators across the U.S. This role focuses on asset classes such as Multifamily, Industrial, Healthcare, and Data Centers. The ICG team manages over $15 billion in capital and is committed to generating differentiated, risk-adjusted returns. The Relationship Manager will act as a trusted advisor, working closely with senior bankers to source, underwrite, and manage client relationships while coordinating with internal product partners and risk management teams.

Essential Functions

• Collaborate with Senior Bankers to originate and structure credit exposures ranging from $25 million to $250 million.
• Analyze financial statements and develop customized balance sheet solutions.
• Prepare financial models, offering memorandums, term sheets, and client presentations.
• Present financing alternatives to C-suite executives of client organizations.
• Lead negotiations on term sheets, credit agreements, and related legal documentation.
• Manage the internal deal approval process and ensure compliance with risk protocols.
• Expand the client base through proactive networking and participation in industry conferences.
• Oversee and monitor an existing portfolio of client relationships.
• Mentor and develop junior team members, including Analysts and Associates.
• Work primarily from the office with periodic travel as required.
• Performs other duties as assigned; duties, responsibilities and/or activities may change or new ones may be assigned at any time with or without notice
• Complies with all KeyBank policies and procedures, including without limitation, acting professionally at all times, conducting business ethically, avoiding conflicts of interest, and acting in the best interests of Key’s clients and Key.

Education

• Bachelor's Degree in Finance, Accounting, Economics, or Mathematics or equivalent experience (required)

Work Experience

• 7+ years in commercial real estate and/or banking (required)

Skills

• Expertise in evaluating creditworthiness and risk profiles of institutional clients and investment opportunities.
• Ability to build and interpret complex financial models to support investment decisions and client strategies.
• Excellent organizational, written, and verbal communication abilities.
• Ability to guide teams, influence stakeholders, and drive strategic initiatives within the capital markets environment.
• Demonstrated high level of motivation and self-direction
• Experience working with institutional real estate clients such as REITs and private equity real estate funds.
• Proven ability to prospect for new business and implement sales strategies that drive growth.
• Strong negotiation skills and experience managing complex legal and financial documentation.
• Familiarity with capital markets products and services, including Commercial Mortgage, Debt Capital Markets, Syndications, Investment Banking, and Payments.

Core Competencies

• All KeyBank employees are expected to demonstrate Key’s Values and sustain proficiency in identified Leadership Competencies.

Physical Demands

• General Office - Prolonged sitting, ability to communicate face to face in person or on the phone with teammates and clients, frequent use of PC/laptop, occasional lifting/pushing/pulling of backpacks, computer bags up to 10 lbs.

Travel

• Occasional travel to include overnight stay.

COMPENSATION AND BENEFITS

Please click here for a list of benefits for which this position is eligible.

Key has implemented an approach to employee workspaces which prioritizes in-office presence, while providing flexible options in circumstances where roles can be performed effectively in a mobile environment.

Qualified individuals with disabilities or disabled veterans who are unable or limited in their ability to apply on this site may request reasonable accommodations by emailing HR_Compliance@keybank.com.