Head of Institutional Sales

Intellectual Capital HR Consulting Pvt. Ltd. · India

Key Responsibilities

Business Growth & Revenue Leadership

• Drive overall institutional equities P&L and revenue targets
• Expand institutional broking revenues across cash equities and derivatives
• Increase client wallet share through deeper engagement
• Build annual growth strategy for institutional business
• Identify whitespace opportunities across domestic and global institutional investors

Institutional Client Acquisition

• Acquire new institutional investors across India, Singapore, Dubai, London, and other key investment hubs
• Develop relationships with CIOs, Fund Managers, Portfolio Managers, Traders, and Research Heads
• Expand FPI participation in Indian markets through ’s platform

Institutional Sales Leadership

• Lead institutional sales teams across sectors/geographies
• Ensure strong conversion of research ideas into trades
• Improve client retention and repeat trading volumes

Research Monetization

• Partner closely with research teams to improve institutional relevance
• Ensure differentiated investment ideas reach key clients
• Improve monetization of sector reports, thematic reports, and corporate insights

Sales Trading Oversight

• Oversee execution quality for institutional clients
• Ensure seamless block trades, derivatives execution, and large transaction handling
• Improve turnaround time and operational efficiency

Corporate Access

• Build strong corporate access platform
• Organize:
• Investor conferences
• Management meets
• Roadshows
• Plant visits
• Analyst meets

Leadership & Team Building

• Hire, mentor, and retain high-performing institutional sales professionals
• Build strong accountability-driven culture
• Collaborate with compliance, operations, research, and leadership teams

Strategic Partnerships

• Partner with investment banks, listed corporates, PE/VC funds, and market participants for cross-selling opportunities