Head Institutional Sales

Intellectual Capital HR Consulting Pvt. Ltd.; Khordha; On-site; INR 4,000,000 - 7,000,000; Full time

Job summary

Intellectual Capital HR Consulting Pvt. Ltd. is seeking a Head of Business Development to drive institutional broking growth in India.

You will acquire and manage key institutional clients, ensure seamless trade execution, and maintain strict SEBI compliance. The role demands deep knowledge of equities, derivatives, and trading strategies, plus the ability to build a high-performing sales team and coordinate with trading desks for large block trades.

Qualifications

• 10+ years of experience in institutional broking 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 with SEBI guidelines.
• MBA or equivalent qualification preferred.

Responsibilities

• Acquire and retain institutional clients across mutual funds, ETFs, PMS, AIF, FPI banks, and insurance.
• Drive revenue growth with a structured institutional sales strategy and client empanelment to active status.
• Maintain knowledge of equities, derivatives, fixed income, and algorithmic trading; track market/regulatory changes.
• Build and lead a high-performing institutional sales team; mentor members and align goals.
• Coordinate institutional sales with trading desk to ensure optimal execution of large trades.
• Ensure SEBI compliance and regulatory reporting for institutional trading.
• Identify new business opportunities in institutional broking and drive cross-selling.
• Handle difficult clients professionally and resolve conflicts; align with business objectives.

Skills

Institutional sales

Client relationship management

Leadership

Strategic thinking

Negotiation

Regulatory knowledge

Education

MBA or equivalent

NISM certification

CFA (Level 1+)

CMT (Level 1+)

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.