Strategic Account Intelligence, IBP & Value Lead

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.

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.