Sales Associate

Morningstar is committed to empowering investor success. One way we accomplish this is by offering independent research and great software products to financial advisers and individual investors. We believe that when the investor wins, we all win. At Morningstar, your contributions have meaning and can drive change. We offer a place where talented, driven people can grow. Our differences are our strength; the fact that we don’t all think the same way and encourage unique perspectives helps create great products and services for our clients.

We are a data, research, software and investment management company seeking a Sales Associate to join our Direct Platform team. In addition to sales competencies, we are looking for sellers who embrace urgency and accountability. We have an enormous opportunity to help clients, but it requires commitment and drive.

The purpose of this role is to support the Direct Platform business in Australia & New Zealand. A successful Sales Associate embraces challenges and change, considers themselves a people person and has a natural curiosity to learn about others and their needs. The Sales Associate role provides boundless opportunities for both personal and professional growth. 

Working with Marketing team, you will help drive Marketing Qualified Lead generation and then convert these leads into meetings with sellers across our Direct Platform and Sustainalytics teams. Through a combination of technical, product, and process knowledge, you will seek to understand client/prospect workflows and initiatives and then determine how Morningstar can help these clients achieve desired outcomes.

This role reports into the Managing Director, Direct Platform and is based in Sydney. Travel will be required.

Job Responsibilities

• Determining the potential client solution through a simple discovery process.

• Handling a book of simple, data clients.

• Balance your sales activities across your assigned territory to create, advance and close in-quarter opportunities while building and developing out-quarter pipeline as well with both new prospects and existing clients.

• Manage the 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.

• Ensure all renewals (existing business) are completed prior to the renewal date.

• Develop strong internal relationships across product, solutions, operations and senior management, and your sales colleagues.

• 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, such as forecasting, sales activity, etc. in accordance with Morningstar sales methodology and best practices, etc.

• 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.

• Minimum one to two years of experience in sales with a track record of goal attainment, a strategic approach to sales and a keen interest in business development. Experience gained in a financial services environment is desirable.

• 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.

• Results-driven with excellent attention to detail including an ability to prioritise in a fast-paced environment.

• Experience using Tableau, Salesforce, or similar.

• Love to meet and exceed goals on a daily, weekly and monthly basis.

• Interested in financial markets or services, particularly investing.

• 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.

• Act as the engine of our sales team, revving up and warming up prospects to be shared with our regional sales team.

• Work with a strong sense of urgency.

• Ask thorough and pointed questions, guiding potential clients through needs assessment and discovery sessions to qualify the prospect and drive new opportunities.

Morningstar’s hybrid work environment gives you the opportunity to work remotely and collaborate in-person each week. We’ve found that we’re at our best when we’re purposely together on a regular basis, at least 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.