Relationship Manager III, Dealer Finance

Location: For Those Who Work At Home, New York Job Summary The Dealer Relationship Manager III is responsible for developing, managing, and expanding a large portfolio of wholesale commercial credit products for automotive dealers, serving as a trusted advisor and industry expert. This role leads in business development, credit structuring, and performs risk management efforts, while collaborating with internal partners to deliver tailored financial solutions, ensure compliance, and drive long‑term client growth and profitability. Essential Functions Develop, expand and manage portfolios of wholesale commercial credit products to automotive dealers. Serve as trusted advisor to auto dealer clients and prospects, functioning as the dealer finance industry expert. Possess firm understanding of industry‑specific commercial lending products, including floor plan, real estate and construction financing, working capital term loans, acquisition financing, and equipment loans and leases. In conjunction with their manager, lead business development efforts for assigned auto dealer prospect base by developing a clear, concise understanding of their business strategy, markets and competition. Develop and implement strategies to retain and grow existing dealer relationships. Partner with all product specialists and Portfolio Managers to cross‑sell bank products and services consistent with the overarching relationship strategy. Responsible for completion of all documentation required to assess relationship profitability and document relationship contact activity. In conjunction with their manager, lead and participate in the credit process to insure accurate and thorough underwriting, complete financial analysis, loan structuring and risk management. Adhere to and manage client Service Level Agreements (SLAs). Maintain strong asset quality through gathering and periodic review of dealer financial information, including audit reports and monthly dealer financial statements. Maintain strong functional/technical sales and credit expertise. Share this knowledge with team members. Assess dealership performance and maintain a dialogue with dealership management regarding the same. Effectively communicate with Credit and Risk Management around issues including Risk Rating modifications. Creation and execution of risk management strategy for all assigned pass rated relationships in conjunction with their Manager, Credit and Risk Management. Work with credit partners or outside legal counsel to identify and complete all legal and bank documents needed to fully comply with loan approval. In conjunction with appropriate support staff ensure all obligors are in full compliance with the terms and conditions of legal and bank agreements. Tak[e] appropriate action to communicate non‑compliance to Manager, Credit and Risk Management staff. Ensure necessary steps are taken to address noncompliance with loan obligors. Most functions will be completed with some oversight from the individual's National Sales Manager. Perform other duties as assigned; duties, responsibilities and/or activities may change or new ones may be assigned at any time with or without notice. Comply 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 (preferred) OR equivalent experience (required) Work Experience 5+ years as a Relationship Manager working with commercial clients (required) Automotive industry experience (required) Skills Evaluating the creditworthiness of automotive dealers and clients by analyzing financial statements, credit reports, and risk factors to support sound lending decisions. Demonstrating a strong focus on achieving performance targets, driving revenue growth, and delivering measurable outcomes. Working effectively with internal teams—credit, operations, and sales—to deliver seamless service and achieve shared goals. Establishing and nurturing long‑term, trust‑based relationships with dealer clients and internal stakeholders. Overseeing a portfolio of dealer clients by monitoring performance, managing risk, and identifying opportunities for growth and retention. Driving revenue by identifying cross‑sell opportunities, expanding product usage, and deepening client engagement. Identifying, assessing, and mitigating financial and operational risks within the dealer portfolio to protect the bank's interests. Understanding the automotive industry, market dynamics, and client business models to deliver relevant financial solutions. Supporting or managing budgeting processes related to client portfolios, revenue targets, or departmental planning. Developing and executing long‑term plans that align client needs with the bank's growth objectives and market opportunities. Providing guidance on investment‑related products or services, where applicable, in alignment with client goals and regulatory standards. Core Competencies All KeyBank employees are expected to demonstrate Key's Values and abide by Key's Code of Conduct. 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. Driving Requirements May need to drive to multiple locations in a single day; ability to operate a motor vehicle with a valid driver's license required. Work Location Category Hybrid (Sales) Compensation and Benefits This position is eligible to earn a base salary in the range of $96,000.00 - $181,000.00 annually. Placement within the pay range may differ based upon various factors, including but not limited to skills, experience and geographic location. Compensation for this role also includes eligibility for incentive compensation which may include production, commission, and/or discretionary incentives. Equal Opportunity Employer 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, age, genetic information, pregnancy, disability, veteran status or any other characteristic protected by law. Accommodations 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 View email address on click.appcast.io. #J-18808-Ljbffr KeyBank