Inside Sales Representative

Morningstar•Chicago, IL

8d•Hybrid

About The Position

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. 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.

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.

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.
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.

Benefits

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