Institutional Sales Manager - Broking Business

About the Role:

We are looking for a dynamic and relationship-driven Institutional Sales Manager to expand our Institutional Broking business by acquiring and managing institutional clients across India. The ideal candidate should have an established network within the institutional investment ecosystem and a strong understanding of equity markets. The role involves sourcing new institutional clients, generating brokerage revenue, strengthening long-term relationships, and working closely with dealers, research analysts, and senior management to deliver exceptional execution and service.

Key Responsibilities:

• Identify, acquire, and onboard new institutional clients including MFs, AIFs, Banks, Insurance Companies, PMS, Family Offices, DIIs & FIIs.
• Drive brokerage revenue by increasing institutional trading volumes.
• Build and maintain strong long-term relationships with fund managers, CIOs, dealers, research teams, and investment professionals.
• Act as the primary relationship manager for institutional clients.
• Coordinate with internal dealing, research, operations, and compliance teams to ensure seamless trade execution and superior client service.
• Promote the firm's research capabilities, corporate access, and institutional offerings.
• Generate business through regular client meetings, market updates, investment ideas, and relationship-building initiatives.
• Track client activity and identify opportunities to increase wallet share.
• Maintain a healthy pipeline of prospective institutional clients.
• Represent the company at industry conferences, investor meets, roadshows, and networking events.
• Prepare periodic business reports, client activity updates, and revenue forecasts.

Mandatory Skills & Requirements:

• Proven experience in Institutional Sales or Institutional Broking.
• Strong network among Mutual Funds, AIFs, Banks, Insurance Companies, PMS, Family Offices, and other institutional investors.
• Sound understanding of Indian equity markets and capital market products.
• Excellent relationship management and business development skills.
• Strong communication, negotiation, and presentation abilities.
• Self-driven with the ability to independently generate new business.
• Ability to coordinate effectively across research, dealing, compliance, and operations teams.
• High level of professionalism, integrity, and client-centric approach.

Preferred Qualifications:

• Graduate or Post-Graduate in Finance, Commerce, Economics, or Business Management.
• MBA (Finance/Marketing) preferred.
• NISM Certifications preferred.
• Existing relationships with institutional investors will be an added advantage.
• Prior experience with an institutional brokerage, investment bank, or capital markets firm preferred.

Key Performance Indicators (KPIs):

• Number of new institutional clients onboarded.
• Brokerage revenue generated.
• Institutional trading volumes.
• Client retention and relationship quality.
• Cross-selling of institutional products and services.
• Growth in active institutional accounts.

What We Offer:

• Opportunity to build and grow the Institutional Broking franchise of a rapidly expanding financial services group.
• Direct interaction with leading fund managers, investment professionals, and institutional investors.
• Access to a strong in-house research team and institutional dealing desk.
• Performance-driven incentive structure with significant earning potential.
• Long-term career growth in one of India's emerging capital market institutions.