Head Institutional Sales

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

Job summary

Intellectual Capital HR Consulting Pvt. Ltd. seeks a Head of Business Development to drive institutional client growth and manage relationships across mutual funds, ETFs, PMS, AIFs, FPIs, banks, and insurers.

You will lead a sales team, align strategy with trading execution, and ensure regulatory compliance with SEBI guidelines while expanding market share in institutional broking.

Qualifications

• 10+ years of experience in institutional broking with a proven track record in business development
• 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
• MBA or equivalent qualification preferred; CFA/CMT/NISM certificates are a plus

Responsibilities

• Develop and implement strategies to acquire and retain institutional clients, including Mutual Funds, ETFs, PMS, AIF Category 3 funds, FPIs, banks, and insurers
• Drive revenue growth through a structured institutional sales strategy and convert 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
• Develop and nurture long-term relationships with institutional investors and manage high-profile clients
• Coordinate between institutional sales and the trading desk to manage large block trades with optimal execution
• Ensure compliance with SEBI regulations and other guidelines; handle regulatory reporting
• Build and lead a high-performing institutional sales team; mentor juniors and align goals with business objectives
• Identify and capitalize on new opportunities in institutional broking and drive cross-selling
• Handle difficult clients professionally and implement conflict-resolution strategies

Skills

Institutional sales

Relationship management

Leadership

Negotiation

Strategic thinking

Client engagement

Conflict resolution

Cross-selling

Education

MBA or equivalent qualification

NISM/CFA/CMT certificates

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.