Strategic Account Manager

Brief role summary: A senior strategic sales role responsible for leading ResMed's largest wholesale and enterprise customer relationships across Australia, shaping long-term growth, and influencing ANZ B2B strategy through consultative, value-led partnerships. About the role: The Strategic Account Manager plays a critical role in the development and execution of ResMed's Wholesale (WS) B2B strategy. You'll take ownership of a defined portfolio of ResMed's largest and most complex customers, leading with insight, value and long-term partnership thinking. This role goes beyond account management - you'll influence strategy, shape programs, identify growth opportunities and help guide the broader sales organisation through your leadership, insights and stakeholder engagement.

Responsibilities

Lead and manage designated national and enterprise accounts across Australia; Build and strengthen relationships at national, regional and local levels to embed ResMed solutions into customer business strategies; Act as the primary contact for national account field leadership and key business units; Identify customer and market needs through structured engagement and internal feedback loops; Develop and implement customer programs that support business growth and revenue objectives; Set sales goals per account, forecast quarterly performance and analyse trends; Provide strategic direction to internal sales teams through account intelligence and insights; Transition a portfolio to a less experienced team member, providing coaching for up to 6 months; Support the Head of Sales with coaching, mentoring and complex business matters, particularly within the provider channel; Manage internal channel conflict to ensure outcomes align with ResMed's broader strategy; Maintain accurate account records and activity tracking within Salesforce; Manage assigned budgets with discipline and cost efficiency; Deliver high-level corporate and executive-level presentations; Stay informed on reimbursement environments, tools, services and programs impacting customers; Identify and develop new channel relationships and growth opportunities; Contribute to the execution of ResMed's ANZ strategic plan

Requirements

5+ years of successful medical or B2B sales experience; Demonstrated success managing large, complex customer portfolios; Strong strategic and consultative selling capability; Proven ability to lead with business value and commercial insight; Experience using Salesforce (SFDC) or similar CRM platforms; High accountability, strong execution focus and a sense of urgency; Excellent written, verbal and executive-level communication skills; Ability to travel as required

Nice to have

Prior top-ranked performance in medical or enterprise B2B sales; Experience working within the provider, wholesale or healthcare channel; Exposure to coaching, mentoring or sales leadership responsibilities

Benefits

Influence ANZ-wide B2B strategy; Partner with some of ResMed's largest enterprise customers; High visibility with senior leaders and cross-functional teams; Opportunity to shape programs, processes and future capability; Purpose-driven work that improves access to healthcare solutions