Relationship Manager, Institutional Capital Group

About the role

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.

Responsibilities

• 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, including occasional overnight stays.

Requirements

• Bachelor's Degree in Finance, Accounting, Economics, or Mathematics or equivalent experience (required)
• 7+ years in commercial real estate and/or banking (required)
• Core Competencies: All KeyBank employees are expected to demonstrate Key’s Values and sustain proficiency in identified Leadership Competencies.

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.

Benefits

• Base salary range: $96,000.00 - $181,000.00 annually.
• Placement within the pay range may differ based upon factors such as skills, experience, and geographic location.
• Eligibility for incentive compensation which may include production, commission, and/or discretionary incentives.
• Eligible for benefits; details available via provided link.