Job Description

Position Title: Business Head - Institution Department: Institutional Sales Reporting to: Management

Experience: 12-18 years in institutional sales with proven leadership experience

Location: Andheri (East), Mumbai

Role Objective:

The Head Institutional Sales will be responsible for driving the B2B sales strategy for key institutional customers across multiple industry segments. The role focuses on revenue growth, strategic partnerships, customer relationship management, and execution excellence in line with the overall business objectives.

Key Responsibilities

1. Client Acquisition & Relationship Management

- Drive growth in the institutional equities business by acquiring new clients and strengthening existing relationships.

- Build long-term relationships with portfolio managers, buy-side analysts, traders, hedge funds, FPIs, and large domestic institutions.

- Deliver high-quality investment ideas, research insights, and market perspectives tailored to institutional clients.

2. Business Development & Strategic Expansion

- Develop and implement strategies to enhance revenue and expand market share.

- Identify and onboard new institutional clients through research-driven engagement.

- Source bulk and block deals through active interactions with institutions and market participants.

- Represent the organization at conferences, summits, roadshows, and client events.

3. Team Leadership & Operations

- Lead, mentor, and motivate institutional sales, trading, and dealing teams.

- Set performance targets, monitor productivity, and drive cross-functional coordination.

- Implement best practices in account management, communication, and execution quality.

4. Compliance, Risk Management & Reporting

- Ensure compliance with regulatory standards and organizational policies.

- Track client activity, trading patterns, revenue contributions, and product performance.

- Present business performance reports and strategic updates to senior leadership.

Key Skills & Competencies:

Mandatory:

- Strong understanding of equity markets and institutional sales.

- Proven ability to acquire and retain institutional clients.

- Excellent leadership, negotiation, and communication skills.

- Strong analytical and strategic planning abilities.

- High integrity, client focus, and results-driven mindset.

Desired:

- Experience working with FPIs.

- Exposure to PMS, AIFs, ETFs, and similar products.

- Experience integrating research-driven ideas into client strategies.

- Familiarity with electronic trading platforms and algorithms.

- Ability to represent the organization at industry forums.

Qualifications:

- Postgraduate in Finance, Business Administration, or related fields (CA/MBA/CFA preferred).

- 12-18 years of experience in institutional equity sales with a strong revenue track record.

- Strong relationships with key domestic and global institutional investors.

- Demonstrated team leadership experience.