Senior Inside Sales Specialist

This position is part of Novanta’s Advanced Surgery business unit. Advanced Surgery at Novanta is the heart of the system: we develop and manufacture insufflators and pumps with their high value disposables, as well as integrated OR solutions, for leading medical device OEMs in minimally invasive surgery. As the first choice for partnering in insufflation and fluid management, the team helps surgeons achieve better patient outcomes through innovation, engineering excellence, and close customer collaboration.

Position Details

The Senior Inside Sales Specialist is an experienced commercial professional who independently manages complex operational and commercial activities for assigned strategic accounts in close partnership with Key Account Managers. The role owns disciplined execution of commercial Standard Work, forecasting, order and blanket-order coordination, revenue and bookings planning, quotation preparation, customer data quality, issue resolution, and cross-functional follow-through. The Senior Inside Sales Specialist serves as a primary day-to-day customer contact, anticipates risks, drives timely resolution, and recommends actions based on sound commercial judgment. Overall account strategy, non-standard pricing, contractual negotiations, and binding commercial commitments remain aligned with and approved by the assigned Key Account Manager and applicable delegation-of-authority requirements.

·        Independently lead the consistent execution of commercial Standard Work and recurring account-management processes for assigned strategic accounts, in alignment with the Key Account Manager.

·        Serve as a primary day-to-day customer contact for forecasts, quotations, open orders, blanket orders, delivery priorities, documentation, and other operational commercial matters.

·        Own the collection, validation, analysis, and maintenance of customer forecasts by part number; challenge material assumptions and communicate demand changes, gaps, and risks to Sales and Operations.

·        Lead revenue and bookings planning support for assigned accounts, including analysis, reconciliation, review preparation, variance explanations, action tracking, and timely follow-up.

·        Drive cross-functional resolution of customer and order issues with Customer Service, Operations, Supply Chain, Quality, Finance, and other functions; establish owners, deadlines, and escalation paths.

·        Resolve complex administrative and operational order issues, identify root causes, and recommend process improvements that strengthen customer service and execution.

·       Ensure the accuracy and integrity of customer, contact, forecast, pricing, quotation, pipeline, and activity data across the applicable ERP, CRM, and planning systems.

·       Proactively identify forecast changes, delivery exposure, pricing discrepancies, demand risks, and recurring customer issues; assess business impact and escalate with a recommended course of action.

·       Prepare and manage routine and moderately complex quotations, pricing analyses, customer documentation, and commercial proposals using approved pricing and established delegation-of-authority requirements.

·        Lead operational portions of customer calls and business reviews, presenting forecast, order, delivery, revenue, and action-status information with clear recommendations and follow-up.

·        Act as a subject-matter resource for commercial processes, coach less-experienced team members as needed, and help improve standard work, reporting, and internal controls.

·       Strict compliance with quality, occupational safety, and environmental regulations.

·       Implementation of instructions issued by the quality and environmental management representatives and the occupational safety specialist.

• Must have at least 5 years of progressively responsible experience in inside sales, sales operations, order management, forecasting, account coordination, or a comparable commercial function; experience supporting medical device, life-science, or complex OEM customers is strongly preferred.
• Demonstrated ability to independently manage complex customer priorities, analyze commercial data, exercise sound judgment, and drive actions to closure with limited supervision.
• Thorough knowledge of commercial Standard Work, quotation and order processes, forecasting disciplines, pricing controls, and delegation-of-authority requirements.
• Advanced organizational, analytical, communication, problem-solving, and stakeholder-management skills, with consistent accuracy and attention to detail in a fast-paced environment.
• Proven ability to anticipate risks, resolve non-routine issues, perform root-cause analysis, recommend corrective actions, and escalate matters based on business impact.
• Strong executive presence and professional customer communication skills, with the ability to influence and coordinate effectively across Sales, Customer Service, Operations, Supply Chain, Quality, Finance, and leadership teams.
• Advanced working knowledge of ERP, CRM, forecasting, quotation, order-management, and Microsoft Office tools, with the ability to create reliable reports and translate data into actionable commercial insights.
• Advanced Excel proficiency is required, including the ability to analyze large data sets, build and maintain commercial models, use pivot tables and lookups, and clearly present findings.
• Hands-on experience using AI tools (e.g., Claude, Microsoft Copilot) to build and update Excel models, reports, price lists, and documents, with the judgment to validate AI-generated output for accuracy.

• Occasional domestic and international travel (approx. 10%); valid passport required

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