Inside Sales Representative

The Group:
Morningstar's mission is to create products that help investors achieve their financial goals. For the Retirement group, that means building products and solutions that help employers maximize the value of their workplace retirement plans and put individuals on the path to better retirement outcomes. Retirement is a high-growth area for Morningstar offering a diverse suite of technology and investment-based solutions. Our unique client base includes retirement plan providers, sponsors, advisors, consultants, and participants.
The Role:
We are seeking an ambitious and results-oriented Inside Sales Representative to join the Retirement Distribution team. As an Inside Sales Representative, you will play a vital role in supporting our growth across core product offerings. A successful candidate must excel in a fast-paced work environment, be able to prioritize and adapt, and deliver high quality work in a timely manner.
Inside Sales Representatives will be paired directly with 2-4 members of Distribution sales team and will be accountable for supporting the day-to-day workflow arising from the team's activity across their assigned client segments. Successful candidates will demonstrate a willingness and ability to expand their knowledge cross-functionally into areas such as operations, product, legal/compliance, research, investment methodology, and marketing. Inside Sales Representatives will also understand how to navigate ecosystem of all client-facing Relationship Management & Business development roles within the Retirement group.
The Responsibilities:

• Internal Sales Support: Day-to-day support of assigned Sales Directors. This includes, but is not limited to, documenting activity from the assigned Sales Directors and logging appropriate next steps, locating & sending follow-up collateral in a timely manner, and serving as point of contact in problem-solving situations with clients/prospects. The inside sales representative will ensure that Morningstar Retirement is seen as a responsive partner, advocate for our clients, and provide white glove service with attention to detail across channels and audiences.
• Sales Pipeline Management: The inside sales representative will be accountable for managing and progressing the pipeline of opportunities associated with their assigned external Sales Directors. They will be expected to develop a deep understanding of RIAs and RKs and learn how to translate meaningful conversations in the field into tangible plan sponsor opportunities. In partnership with their respective Sales Directors, the inside sales representative will also understand innerworkings and centers of influence associated with each individual opportunity and identify/facilitate the steps necessary to progress deals to won opportunities.
• Sales Enablement: Deliver high quality opportunity-specific sales collateral, create sales presentations from approved slide library to support field conversations, act as liaison between the sales team & marketing/research to ensure field team has useful collateral to impact their respective channels, and work cross-functionally to ensure contracted deals are being closed in line with revenue expectations as they come live.
• Develop a deep understanding of how to communicate the value proposition for our core product offerings, specifically Managed Accounts & Advisor Managed Accounts as a DQDIA or full-QDIA solution. The inside sales representative will learn to translate the complicated and confusing into simple and easy-to-understand by providing value-add talking points for plan specific opportunities to aid the progression of the deal cycle.

Additional Responsibilities:

• Outbound Calling & Relationship Building: Proactively reach out to partners/prospects based on assigned Sales Director/channel.
• Identify and Qualify Upsell Opportunities: In a pseudo-Relationship Management function in support of our RK clients and existing plan sponsor clients, represent our PSA and MA offerings during their quarterly, semi-annual, or annual review cycle. Understand plan sponsors, committees, our core product offerings, and uncover opportunities to upsell our services to plan sponsors in conjunction with our RK partners.
• Request for Proposal (RFP Support): Play an active role in RFP process by providing necessary information and support and ensure timely completion.
• Plan Analysis/Year in Review: Support our inbound Plan Analysis and Year in Review requests and deliver quality analysis in a timely manner to our clients.

The Requirements:

• Ambitious self-starter with the ability to produce high quality work
• Team-oriented professional with demonstrated abilities to learn quickly and prioritize in a fast-paced environment.
• Advanced technical proficiencies in Microsoft Office Suite, including PowerPoint, Excel, and Word.
• Superior written and oral interpersonal skills.
• Experience working within a(n) investment management/defined contribution/financial service environment
• Bachelor's degree required.

Total Cash Compensation (Base and Commission Target): $83,225.00 - 149,825.00 Annual
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 Caregiving Leave
  • Competitive 8-24 Week Paid Parental Bonding 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

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 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.
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