Head of National Sales – Managed Portfolios

The Group

Morningstar’s Investment Management group is a global team committed to delivering exceptional long-term investment outcomes. We specialize in multi-asset investing, leveraging deep expertise in asset allocation, manager and security selection, and portfolio construction to support financial advisers, licensees, platforms, and investors. Join a purpose-driven organization that values transparency, innovation, and investor-first principles. We foster a collaborative, inclusive environment where your leadership will be supported and celebrated.

The Role

We are seeking a strategic and inspiring Head of National Sales to lead our Managed Portfolios distribution efforts across Australia. This role combines leadership of a high-performing sales team with direct engagement in business development focused on licensees, platforms, advice practices, and financial advisers. The successful candidate will drive revenue growth, deepen client relationships, and expand access to Morningstar’s investment solutions across these key channels. This is a pivotal leadership role driving the future of managed portfolios in Australia. You’ll shape national strategy, influence industry direction, and lead a team that delivers meaningful outcomes for advisers and their clients.

This is a key leadership role in our Australian Wealth business, offering high visibility with global leadership. Reporting to the Managing Director, Wealth, APAC and based in Sydney, with national travel required.

Key Responsibilities

• Lead, inspire, and develop a high-performing national sales team to consistently achieve revenue and net flow targets, fostering a culture of accountability and excellence.
• Determine and manage incentive plans and selling systems to support execution against revenue, net flow, and distribution activity targets.
• Design and execute national sales strategies to drive adoption of managed portfolios across licensees, platforms, advice practices, and adviser networks, aligning with long-term business objectives.
• Build and maintain senior-level relationships with licensees, platforms, and advice practices to expand market presence. Within these strategic partnerships you’ll be the face of Morningstar’s managed portfolios strategy, building enduring partnerships that drive scalable growth.
• Drive new business acquisition through solution structuring, negotiating platform and licensee approvals and onboarding of new advice practices to accelerate growth.
• Deliver actionable insights on market trends, client needs, and competitive dynamics to inform product development and go-to-market strategies, and continuous improvement.
• Establish and track performance through clear KPIs including net flows, revenue growth, and adviser engagement, supported by recognition programs and leadership development initiatives.
• Champion a data-driven sales culture by integrating analytics and technology into daily operations. Leverage tools such as Salesforce for CRM and pipeline management, Eloqua for marketing automation, Tableau for performance dashboards, and proprietary Morningstar systems for forecasting, reporting, and sales enablement. Your ability to harness these platforms will be critical to leading an insights-driven, scalable sales function.

Core Competencies

• Leadership – Inspires and guides teams effectively; consistently achieves goals.
• Communication – Communicates clearly and ensures understanding across diverse audiences.
• Persuasion – Gains buy-in through compelling and strategic influence.
• Strategic Thinking – Makes sound decisions aligned with long-term objectives.
• Extroversion – Engages easily with others and builds rapport quickly.
• Collaboration – Works seamlessly with internal and external stakeholders to achieve outcomes.
• Team Leadership & Development – Builds high-performing teams, motivates consistently, and develops talent.
• Empowerment & Delegation – Delegates effectively, encourages autonomy, and supports growth without micromanaging.

Requirements

• Bachelor’s degree required; MBA or advanced degree is a plus.
• Minimum 10 years of experience in investment management or financial advice industry, with a strong track record in sales leadership and business development.
• Proven ability to lead teams and influence stakeholders in a matrixed environment.
• Deep understanding of licensee, platform, and advice practice business models and how to align investment solutions to client goals.
• Exceptional communication, negotiation, and relationship-building skills.
• Strategic thinker with a hands-on, results-driven approach.

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.