Senior Commercial Executive- Morningstar Sustainalytics

Senior Commercial Executive- Morningstar Sustainalytics; Sydney; Hybrid; AUD 120,000 - 170,000; Full time

Job summary

Morningstar Sustainalytics is seeking a senior commercial leader to drive the business across Australia and New Zealand. You will draw on product and process knowledge to understand client objectives, then shape solutions and lead sales, business development and client relationships across the region.

The role involves building senior client relationships, coordinating with product, research and delivery teams, and delivering value through strategic selling and proactive solution development.

Qualifications

• Bachelor's degree or equivalent qualification.
• Ambitious self-starter with a proven sales track record.
• Strong interpersonal and relationship-building skills.

Responsibilities

• Drive new business and manage accounts for existing and new clients.
• Identify and maintain relationships with senior management across clients.
• Use strategic selling techniques to meet client objectives and deliver value.
• Build client events and thought leadership to raise Sustainalytics' profile.
• Coordinate with product, solutions, operations and senior management to win opportunities.

Skills

Strategic sales

Account management

Client relationship management

Sales forecasting

Excellent communication

Education

Bachelor's degree or equivalent

Job description

Welcome to Morningstar. We’re a people-centric company led by a mission to empower investor success.

Morningstar Sustainalytics’ mission is to provide the insights required for investors and companies to make more informed decisions that lead to a more just and sustainable global economy.

We have an exciting opportunity for a senior commercial leader to help drive the Sustainalytics business across Australia and New Zealand. Drawing on technical, product and process knowledge, you will seek to understand client and prospect objectives, then determine how Sustainalytics can help them achieve their desired outcomes. As an “architect of the market”, you will proactively identify significant industry challenges and work in close collaboration with our product, research and delivery teams to shape solutions, while leading sales, business development and client relationships across the region.

Additionally, day to day could see you being responsible for the following:

• Driving new business and account management for new and existing accounts.


• Identifying, building, and maintaining key senior management relationships with new and existing clients.


• Use strategic and consultative selling techniques, plus knowledge of the business and potential solutions, to meet client objectives and deliver value.


• Embrace urgency and accountability.


• Ability and willingness to prospect and proactively develop solutions.


• Deliver thought leadership and client events for the purpose of building Sustainalytics’ profile in the market.


• Building collaborative partnership relationships with service providers across the financial services ecosystem, including other specialist service providers, to create new opportunities for Sustainalytics.


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


• Develop strong internal relationships across product, solutions, operations and senior management, and sales colleagues. This includes being a leader and active participant in internal meetings, willing to share insights gained experience and client interactions to help the entire client facing team.


• Coordinate and prepare for client meetings, including meeting preparation, 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 Sustainalytics’ sales methodology and best practices.

We’re interested in hearing from people who have:

• An ambitious self-starter with a stellar sales track record, a strategic sales approach and a track record of leading and/or mentoring other sales professionals.


• A bachelor’s degree or equivalent qualification.


• A track record of goal attainment, a strategic approach to sales and a keen interest in business development.


• 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.


• Strong work ethic and professional demeanor.

Build a career that matters at Morningstar

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.

Morningstar's hybrid work environment gives you the opportunity to collaborate in-person each week as we've found that we're at our best when we're purposely together on a regular basis. In most of our locations, our hybrid work model is four days in-office 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.

704_MstarAusAsiaPtyL Morningstar Australasia Pty Limited Legal Entity