Manager - Key Account Sales

**Let’s talk about the team**

Our Key Accounts sales team is responsible for managing Resmed’s sleep and breathing health products and B4B solutions portfolio within our Key Account business segment. Our Key Accounts sales team is an in-field sales team that oversee a network of Resmed Authorised Dealers (RAD), Private Sleep Labs and Physicians. This team is part of the Provider sales team, within our wider Australia & New Zealand (ANZ) commercial team.

**Job Summary**

As the Manager - Key Accounts, you will a member of the Resmed’s Provider sales leadership team reporting into the Head of Sales - ANZ Provider. You will play a key role in executing the Australia & New Zealand (ANZ) commercial team strategy within the Key Account segment, working with your peers and supporting functions to drive success within the Provider business. You should have a comprehensive understanding of our sleep and breathing health portfolio and the landscape of sleep and breathing health, assisting Resmed in navigating this area. Your role involves participation in key business decisions impacting our network of Resmed Authorised Dealers (RAD), Private Sleep Labs, and Physicians.

You will manage and lead a direct in-field sales team where collaboration and knowledge sharing are essential for success. Responsibilities include planning, positioning, and delivering Resmed’s complete range of sleep and breathing health products, services, and solutions in the designated segment and region, aligning with the business strategy.

**Let’s talk about the role**:

- Achieve sales targets in ANZ by marketing, selling, promoting, and ensuring growth in market share, revenue and profit across all product categories.
- Collaborate with the Provider sales leadership team to evaluate business conditions and sales trends and implement the business strategy.
- Manage a team of sales professionals focusing on training, coaching, enhancing capabilities, and continuous talent development.
- Assist Key Account Managers (KAM) in creating and implementing customer strategic sales and promotional plans to achieve growth with Resmed Authorised Dealers, Private Sleep Labs, and Physicians in the Key Account segment (customers/partners).
- Develop team members' business acumen to improve customer interactions by providing advanced business insights, comprehensive product demonstrations, educational programs, product in-services, and effective problem solving.
- Ensure a minimum standard of Sleep and Breathing health product knowledge among the team and customers through direct training and utlising Resmed training platforms, product managers, and clinical support.
- Plan and oversee territory-based promotional and awareness activities in conjunction with the marketing team, manage commercial negotiations for purchase and supply as required.
- Identify and develop new customer bases or seek opportunities to introduce additional Resmed solutions to existing customers by optimizing offers on ResMed products and services.
- Collaborate with Financial Planning & Analysis and Sales Operations teams to review, analyze, and report on sales performance (including trends, market share, product performance), providing insights to optimize reporting and drive CRM adoption.

**Let’s talk about you**
- Bachelor’s degree or tertiary qualification in business/commerce, science, healthcare or a related discipline.
- Minimum of 2 years’ experience in field sales team management.
- Strong business acumen with a proven ability to drive the sales process from planning to close.
- Excellent communication, presentation, and influence skills across all levels of an organization.
- Proven experience in driving market share, revenue, and profit growth at a state or national level within a B2B sales environment.
- Previous experience with product pricing and/or contract negotiations
- Proficient in strategic business planning and forecasting, with extensive experience collaborating with customers to optimise revenue and profitability.
- Authenticity, a sense of humor and a growth mindset is integral in this role.
- A people person with exceptional people management skills to help develop and motivate a strong team of sales professionals.
- Exceptional account management skills, specifically the ability to coordinate multiple activities for numerous accounts.
- Be self-driven, proactive and highly motivated.