Director Corporate Key Account Management

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.

The Director Corporate Key Account Management - "top medical OEM customer" is a highly visible role with exposure to BU leaders, our corporate leadership team and customer C-Suite executives. They will own account plan strategy development and execution. Working closely with a broad network of internal stakeholders to define and deliver innovative solutions that demonstrate our total company value proposition to convey substantial and sustained impact for both top medical OEM customer and Novanta. This individual will be responsible for Novanta’s business with "top medical OEM customer" and delivering on double digit growth and profitability goals for both organizations.

They will be responsible for leading high-performance account management teams in an intercultural, diverse, virtual, matrix environment, and will often have to ensure alignment on overall partnership strategy in the face of competing interests and priorities.

This role offers a truly unique opportunity to work closely with the full suite of Novanta products and capabilities, the leaders who oversee them, and our most strategic customers who rely on them every day in the pursuit of their own missions / visions.

Primary Responsibilities

• Strategic Ownership

• Leads Corporate Account for Novanta and is responsible for financial outcomes & corporate account goals for Novanta

• Strategic Planning

• Develops Enterprise level account strategies spanning multiple business units (BU) aligned with customer long term goals​

• Defines Corporate Account Plan across BUs including stakeholders at Customer and Novanta​

• Leads alignment of Roadmap & Design Windows between Customer & Novanta across BUs​

• Assesses business potential (TAM) including overall socket mapping; generates and executes plan to grow share across BUs

• Customer Relationship

• Builds & Maintains relationships with C-Level & senior stakeholders across customer organization​ & physically present at all levels

• Understands & influences customer decision making process; works with decision making units & individual key decision makers to present the Value of Novanta across business units.

• Coordination

• Coordinates & Streamlines Customer interaction across BUs​

• Coordinates information globally with Novanta sales representatives

• Performance Tracking

• Measures business performance & strategic goals of the customer and impact to supplier (Supplier Scorecard)​. Achieves and maintains Preferred Supplier Score

• Perform C-Level quarterly operating review and monthly review with executive sponsor.

• Problem Resolution

• Identify potential issues to prevent escalations & resolve complex issues Mitigate risks & maintain cadence to track progress towards resolution.

General Tasks

• Responsible for delivering on growth aspirations for both companies

• Able to elevate conversations and prioritize needle moving initiatives​

• Builder: Foster long-term relationships with key decision makers to drive retention and growth​

• Collaborator: Strong cross functional collaboration – know who to pull in and when to pull in​

• Create followership to drive alignment across the organization. ​

• Solutions Orientated: develop tailored solutions based on customers’ strategic growth plan​.

• Skilled Negotiator: Lead and facilitate negotiations​.

• Contract Management competence: manage contractual agreements​.

• Master Value-Based selling & capable of translating Novanta’s value prop to address customer specific needs​.

• Utilize CRM and analytics to deliver data driven decisions & guidance

Required Experience, Education, Skills, Training and Competencies

• 8+ years of commercial sales experience

• Medical device industry desirable

• 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.

• Broaden business accountability for major projects, business or functional goals. Financial and operating accountability are critical components.

Travel Requirements   

• 30-40% travel required

• 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 vision to read computer screens and read printed materials.

(*) Common European Framework of Reference for Languages (CEFR)

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 +1 781-266-5700 if you need a disability accommodation for any part of the employment process.