The Group:
Morningstar`s Business Development and Sales group is responsible for helping our advisor and institutional clients build their businesses and provide better outcomes for investors. The group is structured primarily along the following client segments: advisors, asset management, institutional consultants, academics, pensions, and hedge funds.
The Role:
Morningstar's Business Development and Sales group seeks a highly motivated Vice President, Business Development focused on growing revenue and building relationships with our Canadian clients. The chosen individual will join our established sales team where they will specialize in the growth of Morningstar's flagship institutional product, Morningstar Direct. The ideal candidate will be focused on a two-pronged growth plan: 1) Prospecting to grow new market share with prospective new clients; and 2) Working closely with our Business Development team on their large accounts to deepen our footprint within those clients. By focusing on the growing adoption of Morningstar Direct, our core institutional platform, you will further represent Morningstar`s solutions to address our clients' most pressing workflow challenges through additional services, including redistribution, and reporting solutions (Report Portal).
The position is based in our Toronto office. While much of the clientele is located in Toronto, regular travel is expected to other major Canadian cities requiring an estimated 25% travel time.
Responsibilities
- Exceed growth targets.
- Uncover client business needs and work with the Business Development and Customer Success teams to determine optimal solutions.
- Establish and build relationships with key stakeholders, in collaboration with Business Development sales executives.
- Identify new business groups and opportunities within the accounts.
- Develop and employ prospecting techniques to ensure a healthy pipeline activity level.
- Employ winning strategies to maintain and grow adoption of Morningstar Direct and leverage the installed user base to deploy additional solutions.
- Master product demonstrations and knowledge of product capabilities and benefits.
- Forecast and proactively uncover opportunities within key business groups.
- Negotiate and close business.
- Develop growth plans for accounts.
- Manage pipeline and document daily activities in SalesForce.
- Be a team player.
Qualifications
- Candidates should have 5+ years of business development, sales and/or account management experience in the finance and investment industry.
- Proven track record of exceeding prior targets.
- Hands-on, organized individuals who can build long-term client relationships.
- Strong leadership, long-range planning, and time-management skills are essential.
- Excellent verbal and written communication abilities and the ability to deliver professional and persuasive presentations.
- Ability to understand complex investment requirements.
- A bachelor's degree required; MBA, CFA, or other accreditations (CSC, CIM, CFP, CAIA) a plus.
- A passion and interest in investing and financial services.
- Outstanding negotiating, communication, organization, and presentation skills.
- Ability to work well within a team-based environment.
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.
100_MstarResCanad Morningstar Research, Inc. (Canada) Legal Entity
