Overview:
The Institutional Client Growth team member will be responsible for driving growth, client engagement, retention, and account development across the Institutional client segment in India. This individual will serve as the primary relationship manager for key institutional accounts, ensuring proactive engagement, identification of new business opportunities, and delivery of a superior client experience.
The role is critical to expanding the firm's presence within institutional clients, increasing wallet share, strengthening client relationships, and driving sustainable revenue growth. The incumbent will work closely with Sales, Research, Client Service, and Leadership teams to maximize account penetration and ensure the voice of the customer is reflected in business decisions.
This is a hybrid position out of our Mumbai office.
What You’ll Do:
Client Relationship Management
- Manage and develop relationships with institutional clients across Private Equity, Venture Capital, Investment Banking, Corporates, Consulting Firms, and other strategic accounts.
- Conduct regular client outreach to understand business priorities, gather feedback, and identify opportunities for deeper engagement.
- Serve as the primary point of contact for key client stakeholders.
- Build strong executive-level relationships to improve client retention and expansion opportunities.
Sales Growth & Revenue Expansion
- Drive growth across existing institutional accounts through proactive account management.
- Identify upsell and cross-sell opportunities and partner with sales leadership to convert opportunities into revenue.
- Develop account growth plans for strategic clients.
- Monitor account performance and recommend actions to improve client engagement and commercial outcomes.
Client Engagement & Coverage
- Execute a structured client engagement program with high-frequency outreach across active accounts.
- Increase client coverage and interaction levels significantly above current benchmarks.
- Ensure systematic tracking of client conversations, opportunities, and follow-up actions.
- Maintain a strong understanding of client needs, industry developments, and competitive activity.
Voice of Customer & Market Intelligence
- Collect and analyze client feedback to identify service improvements, product enhancement opportunities, and emerging market needs.
- Provide regular feedback to leadership regarding client sentiment, competitive threats, and growth opportunities.
- Support strategic initiatives aimed at improving client experience and retention.
Cross-Functional Collaboration
- Partner with Client Service teams to ensure seamless execution of client requirements.
- Coordinate internal stakeholders to resolve client issues promptly and maintain high satisfaction levels.
- Work with leadership on strategic account reviews and business planning exercises.
Reporting & Performance Management
- Track and report client engagement metrics, account activity, pipeline development, retention rates, and revenue growth.
- Maintain accurate CRM records and account intelligence.
- Present business updates and growth opportunities to senior management.
What You Have:
- Bachelor's degree required; MBA preferred but not required.
- 2-5 years of experience in B2B sales, account management, client success, business development, or relationship management.
- Experience working with institutional clients such as PE/VC firms, investment banks, consulting firms, corporates, or research and information services clients is highly desirable.
- Proven track record of managing strategic accounts and driving revenue growth.
- Strong stakeholder management and communication skills.
- Ability to engage senior executives and decision-makers.
About Guidepoint:
Guidepoint powers end-to-end research workflows for the world’s best research teams.
Backed by a global network of more than 2 million experts and over 1,600 employees, Guidepoint delivers real-time access to expertise, primary research, and actionable knowledge that help organizations make informed decisions. Through consultations, surveys, events, proprietary content, and AI-enabled tools, we support every stage of the decision-making process—from developing hypotheses and gathering insights to validating assumptions and building conviction for critical decisions.
At Guidepoint, our success relies on the diversity of our employees, experts, and clients, which enables us to foster meaningful connections and a broad range of perspectives. We are committed to creating an inclusive and welcoming environment where individuals of all backgrounds, identities, and experiences can contribute and succeed.
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