Key Account Manager – Strategic Partnerships

About the Role

The Key Account – Partnership & Strategic Projects is responsible for driving ResMed Thailand's channel expansion and new go-to-market (GTM) execution in FY27 and beyond. This role focuses on managing two key pillars:

• Hospital Channels — Managing sale via partners under B2B2C models and overseeing to expand ResMed's hospital footprint nationwide
• Non-Hospital Channels — Developing and scaling e-commerce based B2B2C, sub-dealer networks, and new strategic partnerships.

This position also leads cross-functional execution of key strategic projects that transform how ResMed reaches patients in Thailand. It requires strong commercial acumen, partnership management skills, and the ability to navigate new market schemes.

Responsibilities

1. Hospital Channels - Partnership Management

• Own the end-to-end relationship with partners, ensuring commercial alignment, KPI tracking, and operational execution of readiness.
• Drive hospital channel expansion through partner — targeting new hospital onboarding, tender management, and clinical engagement.
• Coordinate with partner on inventory management, order fulfillment, and service-level performance.
• Conduct structured business reviews with partners to track pipeline progress, conversion rates, and revenue performance.

2. Non-Hospital Channel Development & Management

• Develop and grow non-hospital channels including sub-dealers, home healthcare providers, clinics, sleep labs, and digital marketplaces.
• Identify, evaluate, and onboard new non-hospital partners to expand market coverage — particularly in upcountry and underserved territories.
• Manage partner performance through structured review rhythms, pipeline monitoring, and joint business planning.
• Monitor competitive activity and propose countermeasures to protect market share in non-hospital segments.

3. Strategic Project Leadership

• Lead or co-lead strategic projects assigned by the Regional Sales Manager, including: Diagnostic partnership expansion
• Develop project plans, track milestones, manage risks, and provide regular status updates to management.

4. Sales Operations & Market Intelligence

• Track sales performance, forecast accuracy, and partner execution KPIs across both Hospital and Non-Hospital channels.
• Ensuring sales targets for Hospital and Non-Hospital channels are synchronized with the annual budget during the planning cycle
• Monthly/quarterly performance tracking — Monitoring actual vs. budget with early gap identification and corrective action proposals
• Gather Voice of Customer (VOC) insights from all assigned channels to support commercial strategy development.
• Provide monthly business updates covering progress, risks, and opportunities across all assigned workstreams.

5. Cross-Functional Collaboration

• Work closely with internal teams (Marketing, Clinical, Distribution, Finance, Legal) to ensure alignment on new GTM initiatives.
• Support product launches, new program rollouts, and partner onboarding activities.

Qualifications and Experience Required

• Bachelor's or Master's degree in Business, Marketing, Healthcare, or related field.
• 5–7 years of experience in medical devices, healthcare, FMCG, or digital business channels — with exposure to both hospital and non-hospital / commercial channels preferred.
• Growth mindset with a strong willingness to learn, adapt, and continuously improve both personal skills and commercial strategies.
• Strong Go-to-Market (GTM) vision, with the ability to translate market insights into executable plans that drive channel success across B2B, B2B2C, and DTC models.
• Demonstrated ability to take initiative, propose new ideas, and lead projects that create business impact.
• Comfortable engaging with cross-functional teams and external partners to drive new initiatives and unlock growth opportunities.
• Experience working with distributors, e-commerce platforms, or consignment-based business models is a strong advantage.
• Strong communication, planning, and organizational skills.
• Good command of English and Thai, as well as Excel and presentation skills.

Additional Information

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. Resmed (NYSE:RMD, ASX: RMD) creates life-changing health technologies that people love. We’re relentlessly committed to pioneering innovative technology to empower millions of people in more than 140 countries to live happier, healthier lives. Our AI-powered digital health solutions, cloud-connected devices and intelligent software make home healthcare more personalized, accessible and effective. Ultimately, Resmed envisions a world where every person can achieve their full potential through better sleep and breathing, with care delivered in their own home. Learn more about how we’re redefining sleep health at Resmed.com and follow @Resmed.