Strategic Account Manager – Wholesale B2B
Provider / Enterprise Accounts | Lead with Strategic Impact
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.
The role at a glance
Senior B2B / medical sales leadership role
- National portfolio of large enterprise and wholesale customers
- Strategic, consultative sales focus
- High internal visibility and cross‑functional leadership
- Travel required as needed
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.
You’ll be supported by a broad, cross‑functional internal team and will work closely with Sales, Clinical, Customer Service, Marketing and Commercial teams to deliver outcomes that matter.
About the team
This role sits within ResMed’s Wholesale / Provider Sales function, which partners with large B2B customers across Australia to improve access to sleep and respiratory therapy.
The team operates at the intersection of strategy, commercial execution and healthcare outcomes, working with enterprise partners to build sustainable, value‑driven growth models across the provider ecosystem.
Key responsibilities
As Strategic Account Manager, you will:
- 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
About ResMed
ResMed is a global leader in sleep and respiratory health, supporting millions of people worldwide with innovative medical devices, digital health solutions and connected care technologies.
In ANZ, our Wholesale and Provider partnerships play a critical role in improving patient outcomes, enabling scale and driving sustainable growth across the healthcare ecosystem. At ResMed, strategy, care and commercial thinking go hand‑in‑hand.
What we’re looking for
Required
- 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
Highly regarded
- 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
What makes this role stand out
- Influence ANZ‑wide B2B strategy, not just individual accounts
- 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
If you’re a strategic, outcomes‑driven sales leader who thrives in complex environments and values long‑term partnerships — we’d love to hear from you.
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.