Institutional Advisors Senior Relationship Manager

Location:

127 Public Square - Cleveland, Ohio 44114

JOB PURPOSE

Institutional Advisors are national practice experts focused on the professional delivery of client advice and coordination of fiduciary service to nonprofit, public, corporate, government, and Tribal Nation clients. The Senior Relationship Manager (SRM) leads the execution of the Institutional Advisors client experience for an assigned book of clients. In addition to their client book, SRM collaborate with the National KPB Field Teams, other Banking Teams, and centers of influence to meet the needs of the Institutional client segment and oversee the delivery of fiduciary advice to IA clients. Every SRM has an expectation to sustain and grow their book through the expansion of existing clients, referrals from clients, internal partners, and COIs.

The Senior Relationship Manager drives current relationships forward, expands existing KeyBank relationships through sharing of expertise with field and banking partners and builds connections to the nonprofit, public, corporate, government, and/or Tribal Nation communities to bring new clients to KeyBank. As appropriate, Senior RMs will actively participate in the creation of thought leadership in their deepest area of client expertise.

• Deliver consultative relationship management to institutional clients and deals effectively with all levels in the client’s organization.
• Ensures appropriate and accurate coordination of all KeyBank lines of business, across all product lines, to deliver distinguishable advice.
• Lead client relationship reviews and the creation of the agenda in collaboration with other internal relationship partners.
• Responsible for overseeing and coordinating the delivery of all fiduciary services.
• Apply sound fiduciary judgment to trust matters in order to fulfill KeyBank’s fiduciary responsibilities.
• Retain and expand client relationships.
• Foster close business relationships to develop client loyalty and new business opportunities by engaging with clients, prospective clients, attorneys, accountants, consultants, and co-fiduciaries.
• Develop references from relationships: clients and their external partners, i.e., consultants, third-party plan administrators, attorneys, accountants, auditors, outside RIAs, etc.
• Mitigate risk by managing assigned institutional client relationships in compliance with KeyBank policies and procedures, as well as with regulatory and legal requirements.
• Identify opportunities to grow revenues through cross selling other KeyBank products that will benefit the client – and develop and implement appropriate client action plans striving to continually improve client experience and engagement.
• Provide subject matter expertise regarding IA services and lead/participate in closing new business opportunities.
• Lead new relationship transitions or accounts restructuring and coordinate impact to related KeyBank service areas.
• Participate in IA product development evaluations and projects – bringing industry knowledge and expertise.
• Leads by example and demonstrates client focus and teamwork towards both clients and KeyBank employees.
• Must be capable of managing multiple, and at times, competing priorities – internal and external.

• Personal effectiveness
• Communication
• Problem Solving
• Decision Making
• Customer Service Orientation
• Occupational / Technical Knowledge
• Adaptability / Flexibility

Client Focus - Is dedicated to meeting the expectations and requirements of internal and external clients; gets first-hand client information and uses it for improvements in products and services; acts with clients in mind; establishes and maintains effective relationships with and gains their trust and respect. Understands and respects the intricacies and complexities of institutional clients.

Command Skills - Relishes leading; takes unpopular stands if necessary; encourages direct and tough debate but isn’t afraid to end it and move on; is looked to for direction in a crisis; faces adversity head on; energized by tough challenges.

Measuring and Managing Work - Clearly assigns responsibility for tasks and decisions; sets clear objectives and measures; monitors process, progress, and results; designs feedback loops into work.

• Minimum of 10 years of industry experience working with corporate, nonprofit, public fund and/or Taft Hartley clients.
• Working knowledge of trust/custody administration, foundation services, planned giving, pooled fund services, pension payment processing, commercial banking, institutional banking needs, operating funds.
• Excellent analytical, communication (oral and written), interpersonal and problem resolution skills.
• Client consultation/advocate background.
• Bachelor’s degree.
• Strong PC skills, especially Excel, Word, and PowerPoint.

• Graduate Degree or other industry specific certification(s).
• Public speaking experience.

Job Posting Expiration Date: 05/15/2025

KeyCorp is an Equal Opportunity Employer committed to sustaining an inclusive culture. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status.

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