Head of Institutional Equity Sales (Experience in reputed Brokerage Houses, Wealth Management Firms, PMS Platforms, Research-led Organizations, or Capital Market Institutions preferred)
Location: Mumbai
CTC: ₹50 – ₹60 LPA
Overview
We are seeking a dynamic Head of Institutional Equity Sales to lead our institutional-facing investment platform. This role transcends traditional sales and relationship management, focusing on building a robust platform where research, advisory, execution, and capital markets expertise converge to create long-term value for investors and business partners. This is not a maintenance role; it is a platform-building opportunity that combines business leadership, market credibility, relationship capital, and technology-driven execution to achieve scale.
The successful candidate will engage directly with Fund Managers, Chief Investment Officers (CIOs), Institutional Investors, Portfolio Management Service (PMS) Managers, Insurance Companies, Family Offices, Research Teams, and Leadership stakeholders. You will carry direct responsibility for institutional revenue generation, relationship expansion, market penetration, business development, and team leadership.
Key Responsibilities
- Institutional Revenue Generation: Drive revenue growth through the acquisition and expansion of institutional client relationships.
- Relationship Management: Cultivate and maintain strong relationships with key institutional stakeholders, including Mutual Funds, Insurance Companies, PMSs, AIFs, FIIs, DIIs, Banks, and Family Offices.
- Market Penetration: Identify market opportunities and develop strategies to penetrate new markets and segments.
- Platform Development: Build a comprehensive investment platform that integrates research, advisory, execution, and capital markets expertise.
- Team Leadership: Lead, mentor, and develop a high-performing sales team to achieve business objectives.
- Strategic Planning: Collaborate with internal teams to align sales strategies with overall business goals.
- Performance Analytics: Utilize sales analytics and revenue tracking frameworks to monitor performance and drive decision-making.
Skills RequiredDomain Skills
- Extensive experience in Institutional Equity Sales and Institutional Relationship Management.
- Strong understanding of Equity Markets, Capital Markets, and Investment Advisory ecosystems.
- Proven track record in engaging with institutional clients and generating revenues.
- Knowledge of research distribution and commercialization.
- Experience in selling investment ideas, research products, and market intelligence solutions.
- Understanding of portfolio construction and institutional investment frameworks.
Technical Skills
- Proficiency in Institutional CRM Platforms and Relationship Management Systems.
- Familiarity with Sales Analytics and Revenue Tracking Frameworks.
- Experience with AI-enabled Client Intelligence and Opportunity Mapping Tools.
- Advanced skills in Excel, MIS, Reporting, and Business Planning Tools.
- Knowledge of market data platforms and institutional research ecosystems.
Managerial Skills
- Strong business building and revenue leadership capabilities.
- Proven experience in team building, mentoring, and performance management.
- Strategic relationship development and negotiation skills.
- Ability to manage stakeholders across internal and external ecosystems.
- Commercial acumen with a P&L orientation.
Qualifications
- MBA (Finance) or equivalent qualification from a reputed institution.
- CFA, CA, FRM, or similar professional certifications preferred.
- NISM certifications will be an added advantage.
Experience
- Minimum 15 years of relevant experience in Institutional Equity Sales.
- At least 5 years in a senior leadership role.
- Proven institutional revenue generation track record is mandatory.
- Experience in reputed Brokerage Houses, Wealth Management Firms, PMS Platforms, Research-led Organizations, or Capital Market Institutions preferred.
Pay: ₹5,000,000.00 - ₹6,000,000.00 per year
Experience:
- institutional equity sales: 10 years (Required)
Location:
- Mumbai, Maharashtra (Mumbai, Mumbai District) (Required)
Work Location: In person
