Senior Key Account Manager

Novanta Inc.; Sarasota (FL); On-site; USD 127,000 - 190,000; Full time

Job summary

Novanta, a leader in advanced surgery visualization and robotic imaging, seeks a Senior Key Account Manager to lead global OEM relationships and drive strategic growth. You will coordinate cross-functional teams across marketing, engineering, and operations to deliver high-value solutions and win new business.

In this role you will manage multi-year contracts, oversee forecasting and price strategies, and collaborate with the Advanced Surgery team to align customer needs with innovative imaging

Qualifications

• 8+ years of strategic account management, sales, or commercial experience in medical devices or regulated industries.
• Bachelor’s degree; advanced degree a plus.
• Proven track record with large, global accounts and executive-level relationships.
• Strong negotiation skills and ability to lead high-value contracts.
• English (CEFR-B2) required; other languages a plus.

Responsibilities

• Own end-to-end relationships for global strategic OEM accounts as primary contact.
• Build relationships across marketing, R&D, operations, quality and logistics.
• Coordinate forecasting, orders, and issue resolution with suppliers.
• Develop and execute strategic account plans; identify pain points and drive actions.
• Lead price negotiations and prepare quotes per guidelines.
• Collaborate with product management and engineering on custom OEM solutions.
• Ensure unified account management across sites with cross-functional teams.

Skills

Executive presence

Negotiation

Strategic thinking

English proficiency

Education

Bachelor’s degree in Engineering, Business, or related field

Tools

SAP

MS Office

ERP systems

Job description

Build a career powered by innovations that matter! At Novanta, our innovations power technology products that are transforming healthcare and advanced manufacturing—improving productivity, enhancing people’s lives and redefining what’s possible. We create for our global customers engineered components and sub-systems that deliver extreme precision and performance for a range of mission-critical applications—from minimally invasive surgery to robotics to 3D metal printing.

Novanta is one global team with over 26 offices located in The Americas, Europe and Asia-Pacific. Looking for a great place to work? You have found it with a culture that embraces teamwork, collaboration and empowerment. Come explore Novanta.

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.

Primary 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.

General Tasks

• 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.

Required Experience, Education, Skills, Training and Competencies

• 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.

Travel Requirements

• Travel by public transportation including train and airplane on demand 30% travel
• Passport for international travel (customer & internal meetings)

Physical Requirements

• Mobility to work in a standard office setting and to use standard office equipment, including a computer.
• Ability to use vison to read computer screen and read printed materials

Compensation

• The salary for this role will range from 126,990.00 - 189,800.00 USD annual based on full-time employment. Salary offers are based on a wide range of factors including but not limited to location, relevant skills, training, experience, education, etc.
• Certain roles may be eligible for performance-based incentive compensation and/or long-term incentives. Incentives could be discretionary or non-discretionary depending on the plan.

Novanta supports all aspects of your life’s needs. This position provides a full range of medical, financial, and other benefits to make your quality of life better.

Novanta is proud to be an equal employment opportunity and affirmative action workplace. We consider all qualified applicants without regard to race, color, religion, sex (including pregnancy), sexual orientation, gender identity or expression, national origin, military and veteran status, disability, genetics, or any other category protected by federal law or Novanta policy.

Please call [phone] if you need a disability accommodation for any part of the employment process.