Sr Relationship Manager, Community Development Lending & Investment
About The Position
KeyBank’s Community Development Lending & Investment group (CDLI) helps clients and communities thrive by providing capital solutions for affordable housing and community development projects nationally. The group is growing its established National Affordable Housing Platform and is seeking an experienced Senior Relationship Manager to drive innovative and complex balance sheet loans and permanent debt production, primarily focused on affordable housing. The role develops and maintains client relationships, originates and structures transactions, and coordinates lending activity from due diligence and underwriting through closing and funding. It also identifies opportunities to grow market share, cross-sells financial solutions, and works with internal partners to deliver client-focused solutions while maintaining KeyBank’s moderate risk profile and meeting Community Reinvestment Act (CRA) needs. The position is hybrid in a sales role and involves occasional travel, including overnight stays.
Requirements
- Bachelor’s degree in a related field, with experience in affordable housing lending and investment or commercial real estate lending.
- Experience implementing creative selling and innovative problem-solving techniques.
- Demonstrated ability to drive business development individually and as part of a team.
- Broad understanding of multifamily lending, LIHTC investments, tax-exempt bond financing, and government loan programs.
- Proficiency in financial statement analysis, project feasibility assessment, and investment return analysis.
- Strong negotiation and deal structuring skills.
- Knowledge of the real estate development lifecycle.
- Experience in risk assessment and mitigation.
- Understanding of the Community Reinvestment Act and related programs.
- Ability to routinely operate a motor vehicle and hold a valid driver license.
Nice To Haves
- 5–10 years of experience in affordable housing lending or commercial real estate lending.
- Recognition as an affordable housing industry expert.
- Strong leadership and stakeholder management skills.
- Knowledge of affordable housing market trends and regulations.
Responsibilities
- Maintain relationships with high-profile clients and prospects, organizations, and agencies involved in the affordable housing industry.
- Originate affordable housing multifamily capital transactions with existing and new clients.
- Negotiate, secure, and structure transactions so projects meet KeyBank’s appropriate risk profile.
- Develop approaches to cross-sell financial solutions and bank products to clients.
- Work with the sales team to tailor enterprise-wide solutions for clients.
- Coordinate with the team to obtain and analyze due diligence, including sponsor financials, project budgets, pro formas, and tax credit documentation.
- Coordinate underwriting and closing processes with clients, internal partners, counsel, and others, with a focus on client experience.
- Partner with Credit Officers and underwriting teams on credit decisions, closing, funding, and risk mitigation.
- Collaborate across the organization to maintain appropriate credit profiles for new and existing loans.
- Help ensure CRA needs are exceeded in targeted markets and that activities meet KeyBank’s moderate risk profile.
- Serve as a primary point of contact for clients’ financing and banking needs, building and maintaining strong long-term relationships.
- Identify business opportunities and market trends in the assigned territory and develop strategic plans to grow market share and client engagement.
- Collaborate with legal, compliance, capital markets, and servicing partners to deliver client solutions.
- Accurately document transactions and client interactions and ensure compliance with internal policies and external regulations.
- Participate in industry conferences, workshops, community boards, and committees.
- Perform other duties as assigned and comply with KeyBank policies and procedures, acting professionally and ethically.
Benefits
- Eligible for incentive compensation, which may include production, commission, and/or discretionary incentives.
- Eligible for benefits; specific benefits are not listed in the posting.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
