Director of Global Mid-Market Sales Operations

| Chicago
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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: Advisor, Asset Management, Retirement, Redistributor, and Commodities & Energy.
The Role: We're looking for an experienced operations professional to join our Mid-Market Sales team. The Director of Mid-Market Sales Operations partners with the Head of Mid-Market Sales, Sales Excellence and our Global Sales Organization to define processes and metrics for the Mid-Market Sales organization. You will use data and technology to support sales, diagnose issues, and design more effective programs and activities. You will work with the broader Sales Excellence team to operationalize our sales strategy, define the right sales KPIs, and make strategic choices that help the team achieve their goals. The ideal candidate is an effective communicator, partners across multiple internal teams, is able to coordinate operations across a global team and is focused on execution. This position is based in Chicago.
Responsibilities:
  • Uses data and technology to support sales operations, diagnose issues, and design more effective programs and activities.
  • Operationalizes the Head of Mid-Market Sales' strategy.
  • Defines processes and metrics for the management team and the various sales teams within in Mid-Market Sales.
  • Defines the right KPIs, sales activities and makes strategic choices that help the team achieve their goals.
  • Ensures that the tools, programs, and the team are as efficient and effective as possible and addresses issues in a way that is beneficial to GTM as a whole.
  • Operationalizes differentiated engagement models by sales stage.
  • Creates quarterly/monthly/weekly reporting cadence for all Sales KPIs and OKRs.
  • Ensures customer, business and engagement requirements are designed and managed to be executed at scale and are replicable.
  • Partners with marketing and success teams to leverage sales metrics, data and insight to generate leads, and to create successful marketing campaigns and identify top existing clients for upsell opportunities.
  • Partners with the Head of Mid-Market Sales to establish a process for recruiting, hiring, onboarding and developing sales talent in a globally consistent, scalable and replicable system.
  • Partners with the Mid-Market Sales management team to develop compensation and success measures/KPIs.
  • Program manages all sales enablement initiatives, including providing materials and data that help sales reps work more effectively.
  • Ensures that business, customer and engagement requirements are managed to execute for scale. Simplifies process design procedures by increasing automation and efficiency.
  • Enables differentiated customer journeys through management of technology such as knowledge and communities.
  • Collaborates with Sales Excellence and Operations to architect and build Salesforce configurations for Mid-Market Sales success.
  • Supports overall Systems/Platform business requirements to enable enhanced efficiencies in sales process.
  • Partners with internal teams to design, build and implement the learning and support functionality provide by Salesforce.
  • Drives the strategy and execution of a scaled knowledge management program to benefit clients and employees.
  • Deploys the 1: Many approach for thought leadership, training, and engagement opportunities

Qualifications
  • 7+ years of sales/service/operations experience.
  • 5 + years of people management and/or leadership experience in sales/service/operations.
  • Exceptional leadership skills and ability to influence and motivate large team.
  • Proven operations experience with technical aptitude to identify and implement workflow efficiency improvements.
  • Strong communication skills with an ability to work effectively with external clients as well as internally with peers, senior and executive management.
  • Highly skilled at analytical thinking, organizational and business planning.
  • Proven ability to effectively work cross functionally.
  • Salesforce experience is preferred.
  • Knowledge of Morningstar data, research and software is a plus.
  • Bachelor's degree required. MBA is preferred.

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Technology we use

  • Engineering
    • .NETLanguages
    • C#Languages
    • C++Languages
    • JavaLanguages
    • JavascriptLanguages
    • PythonLanguages
    • RubyLanguages
    • ScalaLanguages
    • SqlLanguages
    • D3JSLibraries
    • ReactLibraries
    • AngularJSFrameworks
    • ASP.NETFrameworks
    • Backbone.jsFrameworks
    • Ember.jsFrameworks
    • ExpressFrameworks
    • FlaskFrameworks
    • Node.jsFrameworks
    • PlayFrameworks
    • SpringFrameworks
    • MariaDBDatabases
    • MemcachedDatabases
    • Microsoft SQL ServerDatabases
    • MySQLDatabases
    • PostgreSQLDatabases

Location

22 W. Washington , Chicago, IL 60602

An Insider's view of Morningstar

What does your typical day look like?

Every day is a little different. Our team is focused on POC (Proof of Concepts). My work involves problem-solving, development and software design. I work on the Data collections team, currently most of this involves, on a high level, automating the process currently used to collect data from raw sources through Machine Learning.

Upasna

Software Engineer, Data Collections - AI R&D

How does the company support your career growth?

We believe in promoting from within, based on previous impact to the team. Whenever possible, we will stretch our employees to take on expanded roles that aligns with the career progression they are interested in.

Jeff

Head of Technology and Product

What are Morningstar Perks + Benefits

Morningstar Benefits Overview

At Morningstar, your contributions have meaning and can drive change. Across our 27 offices worldwide, we’ve invested in fostering a community where talented, driven people can grow. Our entrepreneurial spirit and uncompromising ethics guide everything we do. It’s all in the name of empowering investors. Morningstar is proud to offer a comprehensive benefits package to eligible, full-time employees in the United States who work a minimum of 30 hours per week. Our benefits are designed to invest in your -- and your family's well-being, including investments in your health and financial future.

Culture
Volunteer in local community
Morningstar encourages our colleagues to become involved in their communities, by providing paid time off for volunteer activities.
Partners with Nonprofits
Friends outside of work
Eat lunch together
Intracompany committees
Daily sync
Open door policy
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Open office floor plan
Diversity
Dedicated Diversity/Inclusion Staff
Unconscious bias training
Morningstar encourages unconscious bias training for all employees, especially managers and hiring personal. We believe that by raising awareness of bias we can decrease its effects.
Diversity manifesto
Someone's primary function is managing the company’s diversity and inclusion initiatives
Diversity Employee Resource Groups
Hiring Practices that Promote Diversity
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Morningstar offers two Flexible Spending Accounts (FSA)— one for healthcare expenses and one for dependent care expenses. You may enroll in both $ determine the contribution amount.
Disability Insurance
Dental Benefits
Our dental plan covers 100% of preventive services, 80% of basic services, and 50% of major services.
Vision Benefits
With Morningstar's vision benefits you can get an annual eye exam with an in-network provider with just a $10 copay.
Health Insurance Benefits
Morningstar continues to offer the choice of two medical plans—the Savings Plan and the Classic Plan. Both are administered by Blue Cross and Blue Shield of Illinois (BCBS).
Life Insurance
Morningstar offers 4 tiers of life insurance that offer varying benefits. Basic Life insurance is equal to 1 times an employee's annual salary.
Wellness Programs
Mental Health Benefits
Our insurance covers 80% on in-network mental health services. Our Employee Assistance Program provides no-cost, confidential, 24-hour counseling on a wide variety of issues.
Retirement & Stock Options Benefits
401(K)
Take advantage of a number of Morningstar tools to help you manage your 401(k) account and your finances, including Morningstar Retirement Manager, available to you at no cost.
401(K) Matching
Morningstar provides employees with a 401(k) matching plan managed. We match $0.75 for every dollar contributed, up to a maximum of 7% of employee pay contributed to the plan each pay period.
Company Equity
Morningstar’s global employee equity benefit, Shared Ownership, enables you to take a portion of your bonus payout and exchange it for RSUs, with Morningstar providing an additional 50% match.
Employee Stock Purchase Plan
Colleagues who exceed their performance goals substantially may be eligible for Impact RSU Awards as an additional reward on top of their cash bonus/commission award.
Performance Bonus
Match charitable contributions
Morningstar's Matching GIfts program will match your charitable giving up to the local currency equivalent of $500 USD per calendar year.
Child Care & Parental Leave Benefits
Child Care Benefits
Morningstar offers the option of in-home child and elder care, in addition to the existing day care center back-up care benefit.
Generous Parental Leave
Morningstar has a global minimum of 6 weeks paid time-off to bond with new family members. This benefit applies to all individuals equally, including birth mothers, fathers, adoptive parents.
Flexible Work Schedule
Morningstar provides employees with a flexible work schedule that includes Summer hours, Work from home, Flexible start and end times.
Remote Work Program
The safety of our employees is very important to us. We have been operating remotely due to COVID-19.
Family Medical Leave
Eligible employees may take up to 12 weeks of job-protected, unpaid leave per year for certain specified reasons, and up to a total of 26 workweeks of leave to care for a family member.
Adoption Assistance
We reimburse up to 80% for eligible adoption expenses, up to $4,000 per adoption, in addition to a minimum of 6 weeks paid time off.
Return-to-work program post parental leave
Company sponsored family events
Morningstar sponsors family oriented events Annually.
Vacation & Time Off Benefits
Unlimited Vacation Policy
Generous PTO
Paid Volunteer Time
Our employees receive 2 days per year of paid volunteer time.
Sabbatical
Paid Holidays
Paid Sick Days
Perks & Discounts
Casual Dress
Commuter Benefits
Company Outings
Some Meals Provided
Happy Hours
Parking
Recreational Clubs
Fitness Subsidies
Professional Development Benefits
Job Training & Conferences
Tuition Reimbursement
Diversity Program
Lunch and learns
Cross functional training encouraged
Promote from within
Mentorship program
Continuing Education stipend
Time allotted for learning
Online course subscriptions available
Customized development tracks
Paid industry certifications

Additional Perks + Benefits

Compensation at Morningstar is more than a salary. It’s about making positive contributions to both life and work. We give our diverse workforce the choice and flexibility they need to maintain their health, retirement plans, time, and professional growth.

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