Senior Key Account Manager

novanta; Sarasota (FL); On-site; USD 110,000 - 180,000; Full time

Job summary

Novanta seeks a Senior Key Account Manager for its Advanced Surgery business to lead strategic OEM relationships and drive global growth. You will own key accounts, guide complex commercial initiatives, and collaborate across the organization to deliver surgical visualization and fluid management solutions worldwide.

The role focuses on high-value contracts, cross-functional teamwork with Product and Engineering, and delivering patient-care improvements through innovative surgical technology.

Qualifications

• Bachelor's degree in Engineering, Business, or a related field required; advanced degree a plus.
• 8+ years of relevant experience in strategic account management, sales, or commercial roles in 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 ability to synthesize inputs; capable of planning, directing teams, and solving complex problems to support company strategy.

Responsibilities

• Own the end-to-end relationship of the global strategic OEM accounts, serving as the primary contact and relationship owner.
• Build and maintain relationships across customer functions and key decision-makers (Marketing, R&D, Operations, Quality, Logistics).
• Coordinate customer communications (rolling forecast, orders, complaint management, supplier reviews).
• Create and implement a strategic account development plan; identify pain points and actions.
• Forecast and funnel management; identify new project opportunities with existing and new accounts.
• Lead price maintenance and complex, high-value contract negotiations; prepare quotes per guidelines.
• Coordinate project tasks (NPI, SICR, RA) with internal departments.
• Identify sales opportunities in new strategic OEM accounts and develop plans.
• Collaborate with Product management and engineering to define custom products for OEMs.
• Coordinate with Director of Corporate Account to ensure unified, cross-site account management.
• Strict compliance with quality, occupational safety and environmental regulations.
• Implement instructions from quality/environment and safety professionals.

Skills

Executive presence

Negotiation skills

English (CEFR-B2)

MS Office

Education

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

Advanced degree

Tools

SAP

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 ope