At Morningstar, your contributions have meaning and can drive change. Our mission is to empower investor success. Across our 27 offices worldwide, we've invested in fostering a community where talented, driven people can grow. Our entrepreneurial spirit and uncompromising ethics guide everything we do.
The Opportunity:
We have a new opening for an experienced business development specialist in Melbourne to join our national Advice Software sales team. This is a new exciting role brought about by our vision and strategic direction to be a trusted business partner to advice practices to help them serve more clients, better. You will be responsible for winning and contracting new advice practices to use our advice software in their businesses.
The successful candidate will be an ambitious, experienced self-starter with an evidenced, stellar sales track record in winning new advice practices to utilize financial advice and CRM software in their businesses. In addition to strong sales competencies, we are looking for sales professionals who embrace urgency, a growth mindset, and accountability. Through a combination of technical, product, and process knowledge, you will seek to understand advice practice workflows and initiatives. By identifying those needs across all stakeholders, you will then follow a solutions-based approach to business development. You will strategically leverage Morningstar's intellectual capital to provide advice software solutions to help the advice practice principals transform their businesses. The advice software product portfolio will consist of AdviserLogic and PayLogic.
This role reports into the Director, Advice Software Solutions and is based in Melbourne. Travel will be required up to 40%.
Responsibilities and Expectations:
Meet and exceed annual sales targets for new advice software revenue.
Cultivate external relationships with new advice practice principals with an emphasis on practices in mid-tier dealer groups and self-licensed businesses.
Balance your sales activities across your assigned territory to build, progress, and close in-quarter opportunities while building and developing out-quarter pipeline as well with both new prospects and existing clients.
Use strategic and consultative selling techniques, plus knowledge of the business and potential advice software solutions to achieve your sales targets.
Manage the sales process, including sourcing new opportunities, conceiving and presenting solutions to meet advice practice needs to qualify, secure, and close opportunities.
Develop strong internal relationships across the product, operations, senior management teams, and your sales colleagues. This includes being an active participant in internal meetings, sharing client feedback and interesting meetings, etc.
Coordinate and prepare for new business meetings with advice practices, including meeting prep (for you and any others joining you), agendas and meeting materials, and follow through with the client.
Achieve other sales metrics such as forecasting, software demonstration targets, sales meeting targets, and OKR metrics in accordance with Morningstar sales methodology and best practices.
Track all sales-related activities and client engagements in Salesforce.
Perform other duties as necessary from time to time.
Qualifications and Experience:
A bachelor's degree or equivalent qualification. Additional education and accreditation valued.
8+ years of experience in sales with a stellar track record of achieving sales goals, solution-oriented sales with financial advice practices.
A keen interest in advice practice workflow, advice practice software, and practice management.
Excellent interpersonal, communication (verbal and written), and relationship building skills, including the ability to listen effectively, present a compelling solution to client needs, and clearly and effectively respond to objections.
Strong work ethic and professional demeanor.
Results-driven with excellent attention to detail including an ability to prioritize in a fast-paced environment.
Experience with Office 365.
Human skills:
Strong communication skills, both written and oral.
A sense of optimism, humility, and humour.
The ability to work with integrity, professionalism, and a collaborative attitude.
Empathy and the maturity to own and learn from challenges.
A proactive approach and can-do attitude to solving problems.
A drive to succeed, and exceptional collaboration skills.
Other things that would be useful to have, but not necessary:
Experience using Tableau, Salesforce, or similar.
Experience with Zoom.
Morningstar's hybrid work environment gives you the opportunity to work remotely and collaborate in-person each week. While some positions are available as fully remote, we've found that we're at our best when we're purposely together on a regular basis, typically three days each week. A range of other benefits are also available to enhance flexibility as needs change. No matter where you are, you'll have tools and resources to engage meaningfully with your global colleagues.
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