Director, Practice Optimisation Lead

The Group

Morningstar is a global leader in investment research, portfolio construction, asset allocation, and wealth management solutions. Through our Managed Portfolios business, we partner with financial advisers across Australia to help them deliver superior client outcomes while building more valuable, scalable, and sustainable advice businesses.

Our ambition extends beyond investment management. We seek to become the strategic partner of choice for Australian advice businesses by combining world-class investment expertise, behavioural research, practice management insights, and technology-enabled solutions to help advisers achieve better client outcomes and stronger commercial outcomes.

About The Role: Practice Optimisation Lead

Morningstar is seeking an experienced, highly credible, and commercially astute Practice Optimisation Lead (PO Lead) to join our Managed Portfolio business. Reporting directly to the Head of National Sales - Managed Portfolios, this is a senior client facing role.

The PO Lead will be responsible for building and leading Morningstar Australia's practice optimisation proposition, creating a differentiated suite of value-add services that strengthen our position as a strategic partner to financial advice businesses. The role will work closely with the Head of National Sales and other internal stakeholders to identify opportunities to improve adviser productivity, profitability, scalability, and client outcomes.

The successful candidate will serve as a prominent external spokesperson for Morningstar's practice optimisation offering, representing our business at industry conferences, client events, leadership forums, and professional associations. They will build Morningstar's reputation as a thought leader in areas such as advice business growth, behavioural finance, and practice excellence.

A key component of the role will be designing and delivering a comprehensive "Train the Trainer" program to equip the Managed Portfolio Sales Team with the capability to have deeper, more strategic conversations with advice practices. This program will enable our sales professionals to deliver meaningful commercial insights and business improvement opportunities beyond traditional investment discussions.

This role requires a unique blend of commercial acumen, thought leadership, consulting capability and firsthand experience running a successful financial advice business. Extensive domestic and international travel will be required.

Key Responsibilities

1. Practice Optimisation Strategy & Proposition Development

• Design, implement and continuously enhance Morningstar Australia's Practice Optimisation proposition while ensuring this proposition aligns with broader business objectives.
• Develop a comprehensive suite of adviser-focused value-add services that differentiate Morningstar from competitors.
• Develop frameworks, tools and resources that help advice businesses improve profitability, scalability and client engagement.

2. Advice Business Consulting & Client Engagement

Provide strategic guidance and practical implementation support across key areas of advice business optimisation, including:

• Client Value Proposition (CVP)
  • Assist advice businesses to design, refine and articulate compelling client value propositions.

• Investment Philosophy & Advice Frameworks
  • Help firms define, document, and implement robust investment philosophies.
• Pricing & Commercial Models
  • Advise on fee structures, pricing frameworks, and commercial sustainability.

• Business Growth & Practice Scalability
  • Provide guidance on operational efficiency, adviser capacity management, and scalable business models.
• Succession Planning, Mergers & Acquisitions
  • Leverage personal experience in executing advice practice mergers and acquisitions to provide practical, real-world guidance.

3. Thought Leadership & Industry Representation

• Represent Morningstar at industry conferences, roadshows, client events, and professional forums.
• Develop thought leadership content including whitepapers, articles, podcasts, and video content.

4. Behavioural Insights & Global Collaboration

• Partner with Morningstar's global Behavioural Insights Team and broader international stakeholders to translate academic research into practical client engagement strategies.
• Develop adviser-ready frameworks and tools that leverage Morningstar’s global resources including our bahavioural finance capability.

5. Sales Capability Development & Train the Trainer Program

• Design and deliver a market-leading Train the Trainer program, including structured learning pathways that equip the Managed Portfolio Sales Team to engage advisers confidently on various practice optimisation initiatives.

Key Outcomes

• Strengthen adviser engagement and Morningstar's brand through targeted practice optimisation programs.
• Design and deliver a differentiated practice optimisation offering that drives retention and share-of-wallet growth.
• Equip client-facing teams with scalable solutions that support client acquisition and business growth.
• Develop and execute a strategic practice optimisation roadmap informed by adviser needs, market trends, and business priorities.
• Explore opportunities to commercialise selected practice optimisation capabilities where client demand and business value are demonstrated.

Qualifications, Skills & Experience

• Minimum 10 years' experience building, managing, or leading a successful financial advice business.
• Demonstrated credibility and strong personal brand within the Australian financial advice industry.
• Proven experience helping advice businesses improve growth, profitability, and operational effectiveness.
• Firsthand experience with all facets of the PO role including developing and implementing investment philosophies and client value propositions, strategy, pricing frameworks, M&A, etc.
• Outstanding presentation and communication skills with experience engaging audiences ranging from individual advisers to large conference audiences.
• Strong stakeholder management and influencing capability.

Highly Desirable

• Experience in consulting to financial advice businesses.
• Existing industry profile and recognised thought leadership credentials.
• Relevant tertiary qualifications in Finance, Commerce, Business, Economics, or a related discipline.
• Professional financial planning qualifications.

Location: Sydney (National Role)
Reporting To: Head of National Sales - Managed Portfolios.
Travel Requirements: Extensive domestic travel required.

Must be an Australian/New Zealand citizen or PR.
 

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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