Head Institutional Sales

Intellectual Capital HR Consulting Pvt. Ltd.; Kolkata District; On-site; INR 4,000,000 - 6,000,000; Full time

Job summary

Intellectual Capital HR Consulting Pvt. Ltd. in India seeks a Head of Business Development for institutional broking. You will drive institutional growth, acquire major clients, and ensure seamless trade execution while maintaining SEBI compliance.

You will lead a high-performing sales team, tailor pitches for mutual funds, ETFs, PMS, AIF, FPIs, and insurers; strengthen relationships with investors; and coordinate with the trading desk to deliver best execution and grow market share.

Qualifications

• 10+ years in institutional broking with client management experience.
• Deep knowledge of Indian equity/derivatives markets and trading strategies.
• Strong SEBI regulatory knowledge and guidelines experience.
• Proven leadership and strategic thinking in sales teams.
• Certifications such as NISM/CFA/CMT are advantageous; MBA preferred.

Responsibilities

• Develop and execute strategies to acquire and retain institutional clients (MFs/ETFs, PMS, AIF Category 3, FPIs, insurers).
• Drive revenue growth with a structured institutional sales plan and empanelled client conversions.
• Maintain up-to-date knowledge of markets, instruments, and regulatory changes impacting broking.
• Build long-term relationships with institutional investors and manage high-profile clients.
• Coordinate with trading desk to ensure seamless execution of large block trades and compliance.

Skills

Institutional broking

Client relationship Mgmt

Leadership

Negotiation

Strategic thinking

Regulatory knowledge SEBI

Sales strategy

Education

MBA or equivalent

NISM certifications

CFA (Level 1 onwards)

CMT (Level 1 onwards)

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.