The Group: The commercial unit of Sustainalytics is responsible for the client experience across all client channels and segments. The sales organization is responsible for driving growth for the business unit and helping our clients successfully address their ESG goals. This role reports to the Chief Commercial Officer and leads our sales strategy and execution for the Americas.
The Role: The Head of Sales Americas leads a team of sales professionals and is responsible for successfully delivering our revenue plan within the investor segment. Morningstar Sustainalytics serves a diverse set of clients across industries and segments with a commitment to empowering investor success. These clients work with Morningstar for leading capabilities in sustainable investing research and this role leads our efforts to sell into these clients successfully. This role defines the territory and account plans for the Americas and is responsible for delivering on the goals set for the region. This leader will be responsible for evaluating current state operations and building a best-in-class sales organization with a focus on results, talent management and relaying the needs of the market into our product and research organizations.
Overall Responsibilities:

• Exceed team sales attainment targets and execute on strategic growth initiatives
• Act as the voice of our clients to represent market needs to our Solutions and Products colleagues
• Work closely with stakeholder groups across client success, support and operations to establish best practices that align with the Morningstar sales methodology
• Act as the voice of our clients to represent market needs to our Solutions and Products colleagues.
• Work with other global sales leaders to establish best practices for effective coaching, territory and account planning, and sales efficiency
• Manage and develop sales talent for career progression, optimization of coverage, balancing our cost of sales (within budget for compensation, T&E) and avoiding disruption to our clients
• Accurately forecast team-level data in SFDC and proactively uncover sales opportunities with both new and existing clients.
• Accurately forecast team-level data in SFDC and proactively uncover sales opportunities with both new and existing clients
• Serve as a visible driver of strategic client relationships and actively coach team members to drive sales success and personal growth for team members

Requirements

• Candidates should have at least ten years of sales and/or sales management experience in the finance industry
• Proven track record of exceeding sales targets
• Superior people development and coaching skills.
• Excellent verbal and written communication abilities and the ability to deliver professional and persuasive presentations and build long-term client relationships
• Demonstrated ability to work collaboratively across product and sales teams
• Strong leadership, long-range planning, collaboration and time-management skills are essential
• Ability to understand key drivers for ESG in the market and the applicability of those drivers across clients segments
• Ability and willingness to travel up to 25%
• Proficient in Microsoft Excel, PowerPoint, and Salesforce.com
• A bachelor`s degree required, MBA or CFA a plus

001_MstarInc Morningstar Inc. Legal Entity
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.