Head Institutional Sales

LKP SECURITIES LIMITED

Job Description: Business Head - Institution

Position Title: Business Head - Institution

Department: Institutional Sales

Reporting to: Management

Experience: 12–18 years in institutional sales with proven leadership experience

Location: Andheri (East), Mumbai

Role Overview:

The Business Head will be responsible for driving LKP’s institutional division and expanding its client base among mutual funds, insurance companies, FPIs, pension funds, and other institutional investors. The role demands a deep understanding of equity markets, strong client relationships, and the ability to deliver consistent revenue growth. You will lead a team of professionals, coordinate closely with research and strategy teams, and ensure high-quality client servicing and execution. The role requires strategic vision, relationship depth, and business acumen to position LKP as a preferred institutional partner in the Indian capital markets.

Key Responsibilities:

Client Acquisition, Coverage & Relationship Management

• Drive growth in the institutional equities business by acquiring high-potential clients and strengthening existing institutional relationships.
• Build and nurture trusted, long-term relationships with portfolio managers, buy-side analysts, traders, hedge funds, FPIs, and large domestic institutions.
• Deliver high-quality investment ideas, research insights, and strategic market perspectives tailored to institutional client’s needs.

Business Development & Strategic Expansion

• Develop and implement strategic business plans to enhance revenue, deepen client penetration, and expand market share.
• Identify and onboard new institutional clients through consultative engagement and effective deployment of the firm’s research, corporate access, and analyst capabilities.
• Identify and source bulk and block deals by actively engaging with institutions, large investors, and market participants to drive high-value transactions.
• Represent LKP at industry conferences, investor summits, roadshows, and client forums to strengthen the brand’s institutional presence and credibility.

Team Leadership & Operational Excellence

• Lead, mentor, and motivate institutional sales, trading, and dealing teams to drive performance excellence and superior client service.
• Set clear performance goals, monitor productivity, and ensure seamless coordination between sales, research, dealing, and operational teams.
• Implement best practices across account management, client communication, and execution quality to enhance institutional engagement.

Compliance, Risk Management & Reporting

• Uphold the highest standards of compliance, regulatory adherence, and risk management across all institutional dealings and communications.
• Track client activity, trading patterns, revenue contribution, and product performance to ensure business profitability and alignment with strategic goals.
• Prepare periodic business performance reports, client coverage summaries, and strategic updates for senior management.

Key Skills & Competencies:

Mandatory

• Strong understanding of equity markets, institutional sales, and client coverage.
• Proven ability to acquire, service, and retain institutional clients.
• Excellent leadership, negotiation, and communication skills.
• Strong analytical and strategic planning capabilities.
• High level of integrity, client focus, and result orientation.

Desired

• Experience in managing foreign institutional investors (FPIs).
• Exposure to alternative products – PMS, AIFs, ETFs, etc.
• Experience in integrating research-driven ideas into client portfolios.
• Exposure to electronic trading platforms and algo integration.
• Ability to represent the organization in media and industry forums.

Qualifications & Experience:

• Postgraduate in Finance, Business Administration, or related discipline (CA/MBA/CFA etc.).
• 12–18 years of experience in institutional equity sales with a proven track record of revenue growth.
• Strong relationships with key domestic and institutional investors.
• Demonstrated leadership and team management skills.