Head Institutional Sales

Intellectual Capital HR Consulting Pvt. Ltd.; Lucknow; Sur place; INR 3 000 000 - 6 000 000; Plein temps

Résumé du poste

Intellectual Capital HR Consulting Pvt. Ltd. seeks a Head of Business Development to drive institutional growth, acquire major clients, and oversee compliant trade execution within the institutional broking segment.

The role requires 10+ years in institutional broking, deep knowledge of Indian markets, and strong leadership. You will lead a sales team, shape strategy, and ensure alignment with regulatory requirements while expanding client partnerships.

Qualifications

• 10+ years of experience in institutional broking and business development.
• Strong understanding of Indian equity and derivatives markets.
• Exposure to SEBI guidelines and regulatory reporting.
• Proven ability to build and lead high-performing sales teams.

Responsabilités

• Develop and implement strategies to acquire and retain institutional clients including Mutual Funds, ETFs, PMS, AIF Category 3, FPIs and insurers.
• Drive revenue growth through a structured institutional sales plan and convert empanelled clients to active customers.
• Maintain deep knowledge of equities, derivatives, fixed income, and algorithmic trading requirements; stay updated on market trends.
• Build long-term relationships with institutional investors and manage multiple high-profile clients effectively.
• Coordinate between institutional sales and trading desk; oversee large block trades with optimal execution.
• Ensure compliance with SEBI regulations and other guidelines; handle regulatory reporting.
• Mentor and lead a high-performing institutional sales team; align goals with business strategy.
• Identify new business opportunities and develop innovative client engagement strategies to grow market share.
• Handle difficult clients professionally and drive cross-selling initiatives to maximize revenue.

Connaissances

Institutional sales

Relationship management

Leadership

Negotiation

Formation

MBA or equivalent qualification

NISM certification / CFA / CMT desirable

Description du poste

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.