Strategic Account Intelligence, IBP & Value Lead

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., * 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.

• 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