Institutional Sales

Key Responsibilities:

1. Business Development & Revenue Growth

• Drive institutional sales strategy for long-only clients to achieve revenue, market share, and client coverage goals.
• Expand the firms reach across domestic and foreign institutional investors (DIIs and FIIs).
• Identify and onboard new institutional clients including mutual funds, insurance firms, and long-only global investors.
• Grow client wallet share by promoting equity research ideas, corporate access, and execution capabilities.

2. Client Relationship Management

• Build, deepen, and sustain strategic relationships with fund managers, CIOs, and senior analysts at long-only funds.
• Act as a trusted advisor by delivering actionable investment insights, sectoral updates, and company-level intelligence.
• Coordinate client servicing through timely communication of research, access to management meetings, and market events.
• Ensure high client satisfaction and retention through consistent engagement and responsiveness.

3. Collaboration with Research & Trading Teams

• Work closely with the research team to align coverage priorities with client interests.
• Collaborate with the trading desk to ensure superior execution quality and efficient order handling.
• Partner with research analysts to organize corporate roadshows, analyst conferences, and thematic events.

4. Market Intelligence & Strategy

• Monitor market developments, fund flows, and sectoral positioning to identify business opportunities.
• Provide inputs on macro and micro trends, portfolio shifts, and emerging investment themes.
• Contribute to strategic initiatives aimed at enhancing firm positioning with institutional clients.

5. Leadership & Team Management (if applicable)

• Mentor and guide junior sales professionals and associates.
• Promote a collaborative, research-driven, and client-focused culture within the sales team.
• Support talent development and succession planning within the institutional business vertical.

Key Skills & Competencies:

• Strong understanding of equity markets, long-only investment philosophies, and fund management processes.
• Deep institutional client relationships with mutual funds, insurance firms, and long-only FIIs.
• Excellent communication, presentation, and relationship-building skills.
• Strategic mindset with strong execution and analytical abilities.
• High energy, market awareness, and ability to operate in a fast-paced environment.

Preferred Background:

• 10+ years of institutional equity sales experience with a strong track record of client coverage and revenue contribution.
• Experience in top institutional broking or capital market firms
• Exposure to both domestic and foreign institutional investors, with a focus on long-only funds.