Head Institutional Sales

Intellectual Capital HR Consulting Pvt. Ltd.; Chandigarh; On-site; INR 6,000,000 - 12,000,000; Full time

Job summary

Intellectual Capital HR Consulting Pvt. Ltd. seeks a Head of Business Development for the Institutional Broking unit in India. The role focuses on driving growth, acquiring key institutional clients, and managing relationships with funds, banks, and financial firms.

You will coordinate with trading desks, ensure regulatory compliance, and build a high-performing sales team to expand market share in the institutional space.

Qualifications

• MBA or equivalent qualification and deep understanding of institutional broking.
• Strong leadership and negotiation capabilities with track record of building sales teams.
• Extensive knowledge of SEBI guidelines and regulatory reporting requirements.

Responsibilities

• Develop and implement strategies to acquire and retain institutional clients (Mutual Funds, ETFs, PMS, AIF, FPI Banks, Insurance firms).
• Drive revenue growth via institutional sales strategy and convert empanelled clients to active customers.
• Maintain knowledge of equities, derivatives, fixed income, and algorithmic trading; monitor market trends and regulations.
• Mentor and lead a high-performing institutional sales team and align goals with business objectives.
• Ensure seamless coordination between institutional sales and trading desk for large block trades with optimal execution.
• Ensure compliance with SEBI regulations and handle regulatory reporting.

Skills

Leadership

Strategic thinking

Client relationship management

Negotiation

Regulatory compliance

Education

MBA or equivalent qualification

NISM/CFA/CMT certifications

Job description

Role Overview

The Head Business Development will be responsible for driving institutional business growth, acquiring and managing key institutional clients, and ensuring seamless trade execution while maintaining compliance with SEBI regulations. This role requires a deep understanding of institutional sales, trading strategies, market dynamics, and relationship management to strengthen the firms position in the institutional broking segment.

Key Responsibilities:

• Develop and implement strategies to acquire and retain institutional clients, including Mutual Funds and ETFs, PMS, AIF Category 3 funds, FPI Banks, and Insurance firms.
• Drive revenue growth through a well-structured institutional sales strategy, tailoring pitches for various segments and converting empanelled clients into active customers.
• Maintain in-depth knowledge of equities, derivatives, fixed income, and algorithmic trading requirements stay updated on market trends and regulatory changes impacting institutional broking.
• Develop and nurture long-term relationships with institutional investors, managing multiple high- profile clients effectively and offering value-added services.
• Ensure seamless coordination between institutional sales and the trading desk, managing large block trades with optimal execution and minimal market impact.
• Ensure institutional trading activities comply with SEBI regulations and other relevant guidelines, handling regulatory reporting requirements effectively.
• Build and lead a high-performing institutional sales team, mentoring junior members and aligning team goals with broader business objectives.
• Identify and capitalize on new business opportunities in institutional broking, developing innovative client engagement strategies to enhance market share.
• Handle difficult clients professionally, implement conflict- resolution strategies, and drive cross- selling initiatives to maximize revenue from existing clients.

Key Qualifications & Experience:

• 10+ years of experience in institutional broking across categories with a proven track record in business development and client relationship management.
• Deep understanding of Indian equity and derivatives markets, institutional trading strategies, and execution mechanisms.
• Strong regulatory knowledge and experience working with SEBI guidelines.
• Excellent leadership, negotiation, and strategic thinking skills.
• Demonstrated ability to build and lead high-performing sales teams.
• NISM certification/s or CFA (Level 1 onwards) CMT (Level 1 onwards) are good to have.
• MBA or equivalent qualification preferred.