Business Development Manager (Inside Sales)
At Morningstar, your contributions have meaning and can drive change. Our mission is to empower investor success. With operations in 29 countries, 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 a Business Development Manager to join our growing inside sales team in Sydney. This exciting role is focused on business development of Morningstar's managed portfolio solutions and Adviser Research Centre (ARC) to financial advisers. We are seeking an ambitious self-starter with a successful track record of identifying, prospecting and qualifying leads generated from our outbound marketing and national accounts team. They will play a crucial role in converting sales pipeline from our extensive digital marketing initiatives. The successful candidate will also play a crucial role in upselling financial advisers to entrust more of their clients' assets to Morningstar managed portfolios and ARC. The successful candidate will lead a high volume of phone and zoom outreach activity, making connections with advisers at practices that fit the ideal client profile for Morningstar. This is a highly visible role that makes a direct and significant impact on business development success in selling managed portfolios and investment research to advisers. This role is required to be Sydney based.
Responsibilities:
- Responsible for identifying, prospecting, qualifying, securing and winning new like minded advisers to recommend Morningstar managed portfolios to the clients they serve and utilise our ARC software to make investment decisions.
- Responsible for upselling to advisers who have already entrusted segments of their clients to Morningstar managed portfolios so that you can meet and exceed AUM netflow goals. Including cross selling ARC to these advisers.
- Work alongside advisers, business owners and their operational teams to remove barriers preventing their practice from achieving their desired business goals to transition their business to Morningstar.
- The successful candidate will work closely with marketing to generate demand, convert that demand to leads and prospect those sales qualified opportunities with advisers through the sales process.
- Be conversant and maintain a strong knowledge on Morningstar managed portfolio solutions and the practice optimisation benefits they provide to advisers and practices.
- You will collect and analyse data pertinent to these advice businesses through a high level of engagement to determine the problems to solve.
- Following a solutions-based, consultative approach to sales, you will take the time to understand the adviser and practice needs for their client base and present a compelling solution to gain commitment from the adviser to partner with Morningstar.
- Influencing, persuading and educating advisers on the value proposition to their clients when utilising ARC and our managed portfolio solutions by considering varying client segments in their business.
- Make outbound calls and zoom meetings with advisers to qualify their philosophical alignment to Morningstar webinars and events.
- Achieve the required sales activity metrics such as calls, meetings, webinars, and targeted contacts to prospective advisers.
- Develop and complete quarterly objectives and key activity results to maximise probability sales success in each quarter end.
- Completing the required sales process and metrics in Salesforce in a timely and accurate manner.
- Perform other duties as necessary.
Qualifications & experience required:
- A bachelor's degree.
- At least 3 years professional work experience in business development or serving financial advisers and advice practices.
- Results-driven with excellent attention to detail, including an ability to prioritise in a fast-paced environment to meet deadlines and service standards to financial advisers.
- A positive, focused, goal - oriented attitude and someone who is driven to succeed as an individual and as part of a team.
- Possess strong influencing and negotiation skills to effectively advance leads through the sales cycle.
- Strong work ethic, self-motivated and results-driven with an ability to prioritise in a fast-paced environment.
- Ability to work autonomously and in a collaborative team environment to achieve goals. Terrific prioritisation skills.
- Excellent and professional communicator, both oral and written.
- Possess an interest in investments and the financial advice industry.
- Love to meet and exceed goals on a daily, weekly and monthly basis.
- RG146 certified or ability to attain certification in first 12 months of being hired.
Human skills:
- Strong drive to succeed, tenacity, planning and time-management skills are essential.
- The ability to listen effectively and have a natural curiosity to learn about others and their needs.
- A team player's attitude that is results focused.
- Hands-on, organised individuals who meet deadlines and get the job done
- Empathy and the maturity to own and learn from challenges.
Other things that would be useful to have, but not necessary:
- Experience using Tableau and Salesforce (or similar).
If you receive and accept an offer from us, we require that personal and any related investments be disclosed confidentiality to our Compliance team (days vary by region). These investments will be reviewed to ensure they meet Code of Ethics requirements. If any conflicts of interest are identified, then you will be required to liquidate those holdings immediately. In addition, dependent on your department and location of work certain employee accounts must be held with an approved broker (for example all, U.S. employee accounts). If this applies and your account(s) are not with an approved broker, you will be required to move your holdings to an approved broker.
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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