About the Job:

A leading Financial services and Portfolio management firm is looking for a highly experienced and motivated individual to join their team as Head - Institutional Equity Sales at their Mumbai HO.

Build. Partner. Scale At the Institutional End of Markets:

We are strengthening our Institutional Equity platform with a clear belief: Research-backed ideas, long-term partnerships, and responsible capital allocation are the foundation of sustainable wealth creation.

We are building an Institutional Equity business that combines deep research, value investing principles, relationship capital, technology, and scalable execution capabilities.

This opportunity is designed for an accomplished Institutional Equity professional who has demonstrated success in building client franchises, generating revenues, creating long-term institutional relationships, and scaling businesses.

The role goes beyond traditional sales and relationship management.

The successful candidate will play a pivotal role in building an institutional-facing investment platform where research, advisory, execution, and capital markets expertise converge to create long-term value for investors and business partners.

This is not a maintenance role.

This is a platform-building opportunity where business leadership, market credibility, relationship capital, and technology-driven execution come together to create scale.

The ideal candidate should be equally comfortable engaging with Fund Managers, CIOs, Institutional Investors, PMS Managers, Insurance Companies, Family Offices, Research Teams, and Leadership stakeholders.

The role carries direct responsibility for institutional revenue generation, relationship expansion, market penetration, business development, and team leadership.

Roles & Responsibilities:

- Build and scale the Institutional Equity business in alignment with the organization's long-term growth strategy.

- Generate institutional revenues through acquisition, engagement, and expansion of institutional relationships.

- Develop long-term partnerships with Mutual Funds, PMS Houses, AIFs, Insurance Companies, Banks, FIIs, DIIs, and Family Offices.

- Increase wallet share, research consumption, and trading participation across institutional clients.

- Collaborate with Research teams to monetize investment ideas and research capabilities.

- Lead and mentor a high-performance Institutional Equity Sales team.

- Drive client acquisition, retention, and relationship expansion initiatives.

- Represent the organization at investor conferences, roadshows, industry forums, and client events.

- Identify new institutional opportunities across domestic and global markets.

- Build scalable business processes supported by CRM systems, analytics, and technology.

- Utilize AI-enabled intelligence and market analytics to improve client engagement and business outcomes.

- Contribute towards overall organizational growth by aligning institutional business opportunities with research and product capabilities.

Skills Required:

Domain Skills:

- Extensive experience in Institutional Equity Sales and Institutional Relationship Management.

- Strong understanding of Equity Markets, Capital Markets, and Investment Advisory ecosystems.

- Proven experience engaging with Mutual Funds, Insurance Companies, PMSs, AIFs, FIIs, DIIs, Banks, and Family Offices.

- Demonstrated ability to generate institutional revenues and grow institutional client franchises.

- Strong understanding of Research Distribution and Research Commercialization.

- Experience in selling investment ideas, research products, and market intelligence solutions.

- Knowledge of portfolio construction, institutional investment frameworks, and market behaviour.

- Understanding of value investing principles and long-term wealth creation strategies.

- Ability to identify market opportunities and convert them into sustainable business relationships.

- Strong understanding of institutional client expectations, decision-making processes, and investment mandates.

Technical Skills:

- Institutional CRM Platforms and Relationship Management Systems.

- Sales Analytics and Revenue Tracking Frameworks.

- AI-enabled Client Intelligence and Opportunity Mapping Tools.

- Advanced Excel, MIS, Reporting, and Business Planning Tools.

- Market Data Platforms and Institutional Research Ecosystems.

- Revenue Forecasting and Pipeline Management.

- Client Segmentation and Institutional Coverage Models.

- Technology-driven Client Engagement and Business Development Tools.

- Presentation and Investment Communication Platforms.

- Data-driven Decision Making and Performance Analytics.

Managerial Skills:

- Business Building and Revenue Leadership.

- Team Building, Mentoring, and Performance Management.

- Strategic Relationship Development.

- Negotiation and Influencing Capabilities.

- Stakeholder Management across Internal and External Ecosystems.

- Commercial Acumen and P&L Orientation.

- Strategic Planning and Execution.

- Problem Solving and Decision Making.

- Collaboration with Research, Product, Operations, and Leadership Teams.

- Ability to create scalable and sustainable institutional businesses.

Qualification:

- MBA (Finance) or equivalent qualification from a reputed institution.

- CFA, CA, FRM, or similar professional certifications preferred.

- NISM certifications will be an added advantage.

Experience:

- Minimum 15 years of relevant experience in Institutional Equity Sales.

- Minimum 5 years in a senior leadership role.

- Proven institutional revenue generation track record is mandatory.

- Experience in reputed Brokerage Houses, Wealth Management Firms, PMS Platforms, Research-led Organizations, or Capital Market Institutions preferred.