Manager - Client Relations (Sales Focus)

The Group

Morningstar Sustainalytics is seeking a proven financial services industry professional with a demonstrated track record of successfully selling solutions to the investment space and a good understanding of the Morningstar organization. As a Sales Executive you will use your deep subject matter expertise and network to provide specialist ESG sales support for Morningstar solutions and identify opportunities for further collaboration within the Morningstar Sustainalytics sales organization.

Our employees across the business combine their desire to work in a fast-paced, commercial and entrepreneurial organization with making a positive impact in the work we do. The Client Relations team is at the forefront of this. We work with a diverse range of leading asset managers, asset owners, hedge funds, wealth management firms, banks and insurance teams in developing and implementing tailored responsible investment strategies. The team operates in a lively, collaborative and supportive environment, where each day is different.

The Role

This is an exciting opportunity to become an expert on Morningstar Sustainalytics solutions and selling processes while utilizing institutional knowledge to support the scaling of ESG sales across organizations. You will work closely with the Head of Sales – Americas, and broader Client Relations team globally to craft strategy for and grow revenues associated with Morningstar and Sustainalytics’ our research offering. Your clear understanding of each organizations clients and their business drivers will be the key to sales success.

We are looking for a dynamic team player with strong relationship skills. The Sales Executive is responsible for collaborating internally with other Sales leaders and Client Advisors as well as with various business units within the Morningstar organization to form strong relationships, increasing revenue and profit. This role has a strong emphasis on relationship development with clients and prospects, as well as maintenance of a book of business of existing clients.

Responsibilities

• Play a role in developing and implementing Morningstar Sustainalytics’ business development strategy for the Americas region;

• Build profound relationships with all stakeholders, including clients, prospects, and industry leaders;

• Own and manage a book of business, including maintaining existing business and developing new opportunities;

• Become an expert in Morningstar Sustainalytics ESG solutions;

• Identify areas for collaboration and cross selling within Morningstar.

• Grow and maintain a robust sales pipeline by:

  • Owning a Book of Business and identifying and successfully closing commercial opportunities, as well as renewing existing business.

  • Serving as a trusted advisor to institutional and retail investors, banks, and insurance companies on applying Responsible Investment strategies and incorporating our products and services. Keeping abreast of market developments, identifying, and sharing product innovation opportunities.

  • Representing the company at industry events, conferences, and public speaking engagements.

• Collaborating regularly with colleagues in the US, Canada, as well as global teams in EMEA and APAC

QUALIFICATONS

The ideal candidate needs to be an ambitious team player who can reach objectives individually, as well as through close collaboration and coordination with other team members, based on Morningstar Sustainalytics’ consultative sales philosophy. A strong understanding of the Morningstar organization and a passion for sustainability is key to success in the role.

The ideal candidate should have:

• Demonstrated ability to understand customers' needs, identify opportunities, and effectively communicate the value proposition of complex products.

• Successful track record of meeting or exceeding sales targets in a competitive environment, preferably within the financial services industry.

• Proficiency in managing the entire sales process from prospecting and lead generation to closing deals and maintaining client relationships.

• Demonstrated passion for business success including building relationships with all stakeholders across the business

• Genuine interest in sustainable investing and an alignment with Morningstar Sustainalytics’ mission, vision and values

• Strong network in the relevant market and experience with selling in such cultures

• Minimum of 5-7 years’ experience in Business Development or financial services work experience; Post-graduate degree (MBA) or industry designation (CFA) an asset;

• Degree in related discipline (business, finance, environment and/or social sciences);

• Strong client servicing, consultative sales and overall strong commercial skills;

• Efficient, entrepreneurial and well-organized team-player with a high level of integrity;

• Excellent interpersonal, communication and writing skills;

• The desire to work very closely within an international and diverse team

Base Salary Range: $100,500 to $120,000

Commission Target: 66% of base salary

Compensation and Benefits

At Morningstar we believe people are at their best when they are at their healthiest. That’s why we champion your wellness through a wide-range of programs that support all stages of your personal and professional life. Here are some examples of the offerings we provide:

• Financial Health 
  • 75% 401k match up to 7% 
  • Stock Ownership Potential
  • Company provided life insurance - 1x salary + commission

• Physical Health 
  • Comprehensive health benefits (medical/dental/vision) including potential premium discounts and company-provided HSA contributions (up to $500-$2,000 annually) for specific plans and coverages
  • Additional medical Wellness Incentives - up to $300-$600 annual
  • Company-provided long- and short-term disability insurance

• Emotional Health 
  • Trust-Based Time Off
  • 6-week Paid Sabbatical Program 
  • 6-Week Paid Family Leave & Paternity Leave 
  • Adoption Assistance 
  • Leadership Coaching & Formal Mentorship Opportunities
  • Annual Education Stipend 
  • Tuition Reimbursement

• Social Health 
  • Charitable Matching Gifts program
  • Dollars for Doers volunteer program
  • Paid volunteering days
  • 15+ Employee Resource & Affinity Groups 

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.