Head - Institutional Equity Sales - Broking/Capital Markets

Job Description:

Head Institutional Equity Sales

Location: Mumbai

Organization: Leading Institutional Broking / Capital Markets Firm

Role Overview:

The organization is seeking a senior Institutional Equity Sales leader to drive growth of domestic institutional and FII equity business, strengthen client relationships, and expand market share across cash equities and equity-linked products.

The role will lead institutional coverage strategy, investor engagement, research monetization, and revenue generation across mutual funds, insurance companies, PMS/AIFs, sovereign funds, hedge funds, and global investors.

Key Responsibilities:

Institutional Client Coverage:

- Lead relationships with Domestic Institutional Investors (DIIs) and Foreign Institutional Investors (FIIs)

- Expand equity broking wallet share across mutual funds, insurance, PMS, AIFs, and global funds

- Build deep engagement with CIOs, fund managers, and investment teams

- Anchor marquee institutional accounts

Revenue & Market Share Growth:

- Drive institutional equity trading volumes and commission revenues

- Grow share of client trading flows

- Enhance research monetization and corporate access revenues

- Expand participation in block trades, QIPs, OFS, placements

FII & Global Investor Franchise:

- Strengthen global investor relationships and coverage

- Coordinate international roadshows and investor meetings

- Position firms India research and corporate access platform globally

- Build relationships with offshore funds and global asset managers

Corporate Access & Research Monetization:

- Drive investor conferences, roadshows, and management meetings

- Partner with research teams to monetize ideas

- Enhance investor engagement with listed corporates

- Increase participation in thematic events and sector days

Strategic Growth & Product Expansion:

- Develop institutional equity strategy and coverage model

- Identify new investor segments and markets

- Expand derivatives / equity-linked institutional business

- Track competitor positioning and client wallet

Team Leadership:

- Lead institutional equity sales team (Domestic + FII)

- Drive client coverage discipline and revenue accountability

- Mentor senior sales professionals

- Establish performance metrics and client segmentation

Ideal Candidate Profile:

- 15- 25 years in Institutional Equity Sales / Institutional Broking

- Strong relationships with Mutual Funds, Insurance, PMS, AIFs, FIIs

- Proven institutional revenue and market share track record

- Experience with corporate access & investor engagement

- Leadership of institutional sales teams

- Deep capital markets understanding