Associate Director, Strategic Account Management Center of Excellence, EMEA

ResMed; United States; Remote; USD 130,000 - 180,000; Full time

Job summary

ResMed seeks an Associate Director for the EMEA Strategic Account Management Center of Excellence, pivotal in transforming account management to a respected practice. Responsibilities include establishing a new center, leading strategic initiatives, and enhancing customer engagement. The position is remote, offering a chance to make a significant impact across EMEA.

Benefits

Bonus plan

Working from home flexibility

Referral bonus program

Competitive benefits

Internal career opportunities

Qualifications

• 10+ years in commercial or strategic account management.
• Proven track record in leading transformation initiatives.
• Deep expertise in Strategic Account Management frameworks.

Responsibilities

• Establish and lead the EMEA SAM Center of Excellence.
• Design and implement SAM capability-building programs.
• Drive the transition to long-term, solution-driven partnerships.

Skills

Strategic thinking

Leadership

Stakeholder management

Communication

Change leadership

Analytical mindset

Education

MBA or relevant advanced degree

Tools

AI-powered CRM platforms

Job description

We are looking for our Associate Director, EMEA Strategic Account Management Center of Excellence.

Internal applications will close on Tuesday, June 17th EOD.

The role is offered within Europe, preferably in the UK, Ireland, France or Germany.
This is a remote position with some frequent travels required to locations across EMEA and occasionally overseas.

Let’s talk about the role:
The Associate Director, Strategic Account Management Centre of Excellence is a high-impact, strategic role responsible for building new commercial capabilities, instilling best practices, and acting as a catalyst for change across our EMEA commercial teams. This role is responsible for the design and implementation of programs that elevate our Strategic Account Management to a world-class standard—shifting from transactional sales to value-based, long-term partnerships.

Reporting to the Senior Director, SAM EMEA, this is a unique opportunity to build something new, drive lasting change, and shape the future of how we engage with our most strategic customers.

Let’s talk about Responsibilities:
Build and Lead the SAM Center of Excellence

• Establish and lead the EMEA SAM Center of Excellence (CoE), defining its vision, charter, roadmap, and KPIs.
• Act as a change agent and champion of strategic account management transformation across the EMEA region.
• Ensure the CoE becomes a hub for best practices, innovation, and continuous improvement in SAM.
• Develop SAM Capabilities and Skills
• Design and implement SAM capability-building programs, including training in value- based selling, solution selling, customer engagement, and executive relationship management.
• Develop tailored learning pathways for Strategic Account Managers, leveraging both internal and external resources.
• Introduce coaching frameworks to support continuous development of SAM talent.

Evolve Customer Engagement and Value Proposition Design

• Define and deploy a standardized, value-based customer engagement model across EMEA strategic accounts.
• Support account teams in building compelling, customer-centric value propositions and strategic account plans.
• Drive the transition from transactional sales to long-term, solution-driven partnerships.

Foster Cross-functional Collaboration and Integrated Account Teams

• Promote and embed the concept of “integrated cross-functional account teams” to ensure aligned, customer-centric execution.
• Facilitate collaboration between sales, marketing, supply chain, market access, clinical, service, and other key functions.
• Support the development of governance structures and operating mechanisms for cross-functional account teams.

Drive Data-Driven and AI-Powered Account Management

• Partner with IT, Sales Operations, and CRM teams to implement and optimize AI- powered SAM tools and analytics.
• Enable Strategic Account Managers to use data insights for decision-making, opportunity identification, and performance tracking.
• Define and track relevant KPIs to measure the impact and effectiveness of strategic account activities.
• Design and Scale Best Practices
• Identify, codify, and scale best practices in strategic account planning, governance, and execution.
• Create toolkits, playbooks, and templates to support consistent application of the SAM approach across markets.
• Lead benchmarking and performance assessments to ensure continuous improvement.

Stakeholder Engagement and Change Management

• Work closely with EMEA leadership, country managers and cross-functional teams to drive alignment and engagement.
• Communicate regularly with key stakeholders to report progress, gather feedback, and refine initiatives.

Strategic Projects and Initiatives

• Lead or co-lead strategic initiatives that enhance SAM maturity and customer satisfaction.
• Represent EMEA in Global SAM Excellence initiatives and ensure bi-directional knowledge sharing

Let’s talk about qualifications, skills and experience:
Key competencies:

• Strategic thinking with a results-driven and customer-centric approach.
• Strong leadership, influence, and stakeholder management skills.
• Excellent communication and presentation abilities.
• Change leadership and ability to work through ambiguity.
• Passion for learning, innovation, and collaboration.

Required:

• 10+ years of experience in commercial, strategic account management, sales excellence, or business transformation roles within the MedTech, healthcare, or life sciences industry.
• Proven track record of leading cross-functional transformation initiatives in a complex, matrixed organization.
• Deep expertise in Strategic Account Management frameworks, value-based selling, and customer engagement best practices.
• Demonstrated success in coaching, capability building, and driving commercial excellence programs.
• Strong analytical mindset with ability to leverage data and CRM tools for decision- making and performance improvement.
• Fluency in English. Another language is a plus

Preferred:

• Experience deploying or managing AI-powered CRM platforms (e.g., Salesforce, Dynamics 365).
• Background in consulting, commercial excellence, or customer success transformation is a strong plus.
• MBA or relevant advanced degree

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 (Pension, Long-Term Illness Protection, Health Insurance...)
• Internal career opportunity - joining an international fast-pace and massively growing company
• ResMed is an Equal Opportunity Employer

OK, so what's next?
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

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.