Senior Key Account Manager

Novanta•Sarasota, FL

4d•Onsite

About The Position

As a Senior Key Account Manager within Novanta's Advanced Surgery business, you'll partner with leading global medical device companies to drive strategic growth and bring innovative surgical technologies to market. In this highly visible role, you'll own key customer relationships, lead complex commercial initiatives, drive revenue growth and design wins, and collaborate across the organization to deliver solutions that improve patient care worldwide. This is an exciting opportunity for a commercial leader who thrives on building partnerships, influencing business outcomes, and making a meaningful impact in the healthcare technology industry. The Advanced Surgery team at Novanta Medical Solutions develops the critical visualization and fluid management technologies that enable minimally invasive surgical procedures. Specializing in camera pumps and related surgical imaging solutions, the team partners with leading medical device manufacturers to help surgeons maintain clear visibility, improve procedural efficiency, and deliver better patient outcomes. Through a combination of innovation, engineering excellence, and customer collaboration, the Advanced Surgery team plays a key role in advancing the next generation of surgical technology.

Requirements

Bachelor’s degree in Engineering, Business, or a related field required; advanced degree a plus.
Broad and deep functional experience, typically acquired through 8 + years of relevant experience in strategic account management, sales, or commercial roles — ideally within medical device, med-tech, or regulated industries
Proven track record managing large, complex, global accounts with significant revenue responsibility and executive-level customer relationships.
Strong executive presence and negotiation skills, with experience leading high-value, multi-stakeholder contract negotiations.
Independent use of English (CEFR-B2); additional languages a plus.
Strong proficiency with MS Office and ERP systems. SAP a plus.
Requires the ability to synthesize multiple inputs.
Decision making involves in-depth knowledge, creativity, and managerial courage.
Requires that the most complex organizational and operational problems are anticipated, identified, defined and resolved to support changing business conditions.
Solutions must support the values, strategic direction, and long-term success of the company.
Act as expert advisor for business initiatives, acts as an expert advisor in all aspects of a field of knowledge.
Anticipates, plans and co-ordinates a team or teams.
Team and change leadership and operating accountability are important job components
Work requires advance knowledge of several specific fields of knowledge related to one of the company’s major business functions or of customer’s business requirements, specialized knowledge of product design and process management methods is also needed.

Nice To Haves

additional languages a plus

Responsibilities

Own the end-to-end relationship of the global strategic OEM accounts, serving as the primary point of contact and relationship owner
Build and maintain relationships across all customer functions and key decision-makers, from Mktg, R&D through operations, quality, and logistics
Coordinate customer communication (rolling forecast, orders, complain management (NC), supplier reviews)
Create and implement a strategic account development plan: Strategic customer observation and analytical evaluation, active initiation of necessary measures; identify customer’s pain points, and communicate internally
Forecast and Funnel management: Identify new project opportunities with existing and new strategic accounts.
Lead price maintenance and complex, high-value contract negotiations; prepare quotes and proposals in accordance with company guidelines.
Coordination of customer project tasks (NPI, SICR, RA) in collaboration with internal departments
Identify sales opportunity in new strategic OEM accounts.
Create and implement a strategic account development plan.
Work effectively with Product management and engineering resources to define and develop custom products for OEM accounts.
Coordinate with the Novanta Director of Corporate Account to said OEM customer, and cross-site teams to ensure consistent, unified account management for customers with a global footprint.
Strict compliance with the quality, occupational safety and environmental regulations.
Implementation of the instructions of the quality / environmental management representative and the occupational safety specialist.