We are looking for a Strategic Account Intelligence, IBP & Value Lead to join our Strategic Account Management team.
This position can be based in France, Germany, Ireland and the UK.
Let's talk about the role
Own a single, trusted, forward-looking view of the Top 10 EMEA Strategic Accounts — and the economic value case that turns that view into value-based partnership. The role feeds both the customer-facing QBR and value agenda and the internal Integrated Business Planning (IBP) cycle, so that decisions about our most strategic accounts — in the EMEA Commercial Management Review (CMR) and, via the EMEA Revenue Leader, the Global Management Business Review (MBR) — are made on reconciled facts and quantified value rather than fragmented cluster data. This is the senior translator that converts data into decisions and value.
Let’s talk about Responsibilities
Single source of truth and account intelligence
- Define and govern the Top-10 account master hierarchy and its reconciliation to the three CMGs.
- Own metric definitions, business rules and the integrity of the strategic-account data model (built and maintained by the BI / Analytics Engineer).
- Maintain account intelligence and the consolidation / M&A radar across the pan-European and French national accounts.
- Own integration of SAM into Technology roadmap (Ignite)
Integrated Business Planning
- Represent the strategic-account view in the EMEA Demand Review and CMR, and prepare the Top-10 pre-read for the MBR.
- Own the account demand plan — unbiased baseline and commercial ambition, gap-to-plan and scenarios — modelling masks (recurring resupply) and devices (tender-driven) as distinct demand signals.
- Maintain the account assumption log (tenders, renewals, consolidation events, reimbursement changes, competitive wins and losses), each tagged with impact, timing and probability.
Value quantification
- Build per-account economic value cases and ROI models that underpin value-based deals, applying the CoE value-selling methodology.
- Produce the value scorecards used in customer QBRs.
Performance, reporting and risk
- Specify customer-facing performance dashboards and internal strategic-account reporting (designed here; built by the Engineer).
- Maintain the risk-and-opportunity radar for the Top 10.
Leadership and partnering
- Line-manage the BI / Analytics Engineer on a specify-then-build model.
- Partner with the SAM CoE Director, the EMEA Strategic Account Manager, the three CMGs, Finance/FP&A, Sales Operations, Demand Planning and the IBP process owner.
Let’s talk about Qualifications and Experience
- Degree in business, finance, economics, engineering or a related field; a postgraduate qualification is an advantage.
- Substantial experience in commercial finance / FP&A, demand planning, or strategic-account / commercial analytics — ideally in MedTech, medical devices, pharma or a comparable regulated B2B environment.
- Demonstrated experience building economic value cases and ROI models for complex B2B deals.
- Exposure to S&OP / IBP processes (Oliver Wight or equivalent) strongly preferred.
- Track record of influencing senior stakeholders in a matrixed, multi-country organisation.
Let’s talk about Skills and Competencies
- Strong commercial-finance and value-quantification capability — not analytics alone.
- Fluent at turning data into decisions and narrative for executive audiences.
- Credible challenging an over-optimistic forecast with evidence, in a room of Revenue Leaders and demand planners.
- Excellent stakeholder management across clusters and functions.
- Comfortable specifying data and dashboard requirements and directing a technical builder.
- Self-starting, structured and outcome-focused.
Additional information
- At Resmed, all employees benefit from a bonus plan, the percentage of which depends on your position within the organisation.
- Working from home flexibility
- You also have access to a referral bonus and to Resmed's preferred shareholding programme
- Competitive benefits
- Internal career opportunity - joining an international fast-pace and massively growing company
- Resmed is an Equal Opportunity Employer
Joining us is more than saying “yes” to making the world a healthier place. It’s discovering a career that’s challenging, supportive and inspiring. Where a culture driven by excellence helps you not only meet your goals, but also create new ones. We focus on creating a diverse and inclusive culture, encouraging individual expression in the workplace and thrive on the innovative ideas this generates. If this sounds like the workplace for you, apply now! We commit to respond to every applicant.
