At Morningstar, your contributions have meaning and can drive change. Our mission is to empower investor success. Our entrepreneurial spirit and uncompromising ethics guide everything we do.
The Opportunity:
Morningstar seeks an experienced and passionate leader to assume responsibility for AdviserLogic sales in Australia. Leading a team of AdviserLogic sellers following a "hunter" mentality/approach, the successful candidate will have strong sales competencies and demonstrate differentiator sales behaviours. We are looking for a leader who embraces urgency and accountability to achieve their individual and national AdviserLogic sales goals. The successful candidate will be an ambitious, experienced self-starter with an evidenced sales track record in advice software sales following a solutions based selling approach.
In partnership with the go to market team, you'll be responsible for driving AdviserLogic sales to win advisers, practices and licensees in Australia. Through a combination of technical, product, process knowledge and sales management skills, you will understand client workflows and initiatives, and then determine how AdviserLogic capabilities can help these clients achieve their desired outcomes. You will be responsible for identifying, building, and maintaining key senior management relationships to win new clients.
This role reports into the Head of Wealth Solutions and is based in Sydney. Travel will be required to see advice practices.
Responsibilities and Expectations:
Meet and exceed your individual sales revenue goal for AdviserLogic sales.Lead the national AdviserLogic sales team to achieve the national annual sales revenue goal.In collaboration with the Head of Wealth Solutions, Product & Marketing, develop comprehensive go to market strategies for the AdviserLogic sales team, including cross selling Morningstar managed portfolios.Develop and implement proactive quarterly objectives and key results and annual business development plans from a bottom up perspective for the AdviserLogic sales team to achieve revenue goals.Partner with the local and global AdviserLogic product teams to ensure resource prioritisation to key revenue initiatives. Act as the voice of the client in this context to ensure alignment with our strategy and vision.Work with the Head of Wealth Solutions to refine and execute AdviserLogic revenue strategy to achieve sales goals.Cultivate external relationships with new clients with an emphasis on mid-tier dealer groups and independent advice practices to win mandates to provide AdviserLogic to the licensee.Manage sales activities across the AdviserLogic sales team to build, progress, and close in quarter opportunities while building and developing out-quarter sales pipeline.Use strategic and consultative selling techniques, plus knowledge of the business and potential solutions, to meet your individual AdviserLogic sales goal.Manage the AdviserLogic sales process, including sourcing new opportunities, conceiving and presenting solutions to meet client needs, and involving the appropriate Morningstar team members to qualify, secure, and close opportunities.Develop strong internal relationships across product, marketing, success and other Morningstar Wealth sales colleagues.Have deep knowledge and understanding of financial planning software products and how they fit together to provide valuable solutions to clients' business needs.Coordinate and prepare for client meetings, including meeting prep (for you and any others joining you), agendas and meeting materials, and follow through with the client.Meet other sales metrics as required for your AdviserLogic sales such as forecasting, sales activity, etc. in accordance with Morningstar sales methodology and best practices.Maintain accurate salesforce and dashboard metric for the national AdviserLogic sales team, including presentation of results using the business intelligence data in Tableau.Perform other duties as necessary from time to time.
Qualifications and Experience:A bachelor's degree or equivalent qualification. Additional education and accreditation valued.10+ years of experience in sales with a stellar track record of goal attainment and financial planning software sales to advisers, practices and licensees, including an understanding of adviser workflow 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 demeanour.Results-driven with excellent attention to detail including an ability to prioritise 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.
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