Head Institutional Equities

Intellectual Capital HR Consulting Pvt. Ltd.; Mumbai; On-site; INR 6,000,000 - 9,500,000; Full time

Job summary

Intellectual Capital HR Consulting Pvt. Ltd. in Mumbai seeks a Senior Institutional Sales Leader to drive revenue growth across Indian and international clients. You will lead client acquisition, manage relationships with CIOs and fund managers, and oversee sales trading execution for institutional clients.

The role demands strategic thinking, leadership, and the ability to build partnerships with banks, PE/VC funds, and corporates to maximize monetization of research and insights.

Qualifications

• Experience in institutional equities or broking sales is required.
• Proven ability to drive revenue growth and client wallet share.
• Strong leadership and team-building capabilities.

Responsibilities

• Drive P&L and revenue targets for institutional equities.
• Expand revenues across cash, derivatives, and related products.
• Acquire and manage institutional clients across India and key international hubs.
• Lead institutional sales teams and ensure strong idea-to-trade conversion.
• Partner with research to monetize sector and corporate insights.
• Oversee execution quality for institutional clients and large block trades.
• Build and manage corporate access events and investor engagements.
• Hire, mentor, and retain top institutional sales talent.
• Foster cross-functional collaboration with compliance, operations, research and leadership.

Skills

Institutional sales

Client relationship management

Revenue leadership

Strategic partnerships

Job description

Key Responsibilities

Business Growth & Revenue Leadership

• Drive overall institutional equities P&L and revenue targets
• Expand institutional broking revenues across cash equities and derivatives
• Increase client wallet share through deeper engagement
• Build annual growth strategy for institutional business
• Identify whitespace opportunities across domestic and global institutional investors

Institutional Client Acquisition

• Acquire new institutional investors across India, Singapore, Dubai, London, and other key investment hubs
• Develop relationships with CIOs, Fund Managers, Portfolio Managers, Traders, and Research Heads
• Expand FPI participation in Indian markets through s platform

Institutional Sales Leadership

• Lead institutional sales teams across sectors/geographies
• Ensure strong conversion of research ideas into trades
• Improve client retention and repeat trading volumes

Research Monetization

• Partner closely with research teams to improve institutional relevance
• Ensure differentiated investment ideas reach key clients
• Improve monetization of sector reports, thematic reports, and corporate insights

Sales Trading Oversight

• Oversee execution quality for institutional clients
• Ensure seamless block trades, derivatives execution, and large transaction handling
• Improve turnaround time and operational efficiency

Corporate Access

• Build strong corporate access platform
• Organize:
• Investor conferences
• Management meets
• Roadshows
• Plant visits
• Analyst meets

Leadership & Team Building

• Hire, mentor, and retain high-performing institutional sales professionals
• Build strong accountability-driven culture
• Collaborate with compliance, operations, research, and leadership teams

Strategic Partnerships

• Partner with investment banks, listed corporates, PE/VC funds, and market participants for cross-selling opportunities