Now Hiring - Xtant Medical - National Accounts Manager (Territory) in Belgrade, MT

Full description of the position

Classification: Full Time, Exempt Reports to: Vice President of National Accounts Job Summary The National Accounts Manager oversees a portfolio of strategic, multi-site customers within an assigned territory. This role is responsible for driving revenue growth, profitability, and customer satisfaction through strategic planning, relationship management, cross-functional coordination, and disciplined sales execution. This position encompasses contractual support and management of National Accounts and Integrated Health Delivery Networks (IDNs). It bridges high-level national strategies with local implementation, emphasizing sales growth and market share expansion with major distributors and client partners within a specific region. Key responsibilities include managing relationships with key decision makers, coordinating internal teams (Sales, Marketing, Customer Service, National Accounts), developing territory plans, and ensuring mutual growth goals for both the customer and Xtant. * Duties and Responsibilities * Develop and maintain an understanding of relevant industry standards and regulations including but not limited to 21 CFR 820, 21 CFR 1271, AATB, MDSAP (per jurisdictional requirements), and ISO 13485, ensuring compliance with these requirements across the organization. * Actively contribute to the fulfillment of Xtant Medical's mission, values and quality policy * Maintain a safe, clean work environment and ensure proper disposal of hazardous and non-hazardous waste according to OSHA guidelines and Xtant Medical standard operating procedures (SOP) * Develop and maintain an understanding of Xtant Medical products * Understand the interaction of departmental activities with the Quality System and their impact on the production of medical devices and human cells, tissues, and cellular and tissue-based products (HCT/Ps) * Adhere to Xtant Medical SOPs, Good Documentation Practices (GDP), and safety protocols * Maintain relationships with surgeons, customers, GPOs, IDNs, staff, end-user facility staff, and distributors * Maintain hospital information in ERP, including GPO affiliations, hospital systems (IDN/mergers), ION, pricing, and payment terms * Update and distribute GPO member rosters to RVPs; communicate contract and pricing activations * Gather field information for business strategy on IDNs, RFP opportunities, surgeon interest, and rep coverage * Manage RFPs, RFIs, RFQs, competitive cross, vendor forms, and supplier questionnaires for hospital approvals or updates * Pull facility, hospital system, IDN, or GPO stats for strategic analysis * Collaborate with Finance to review GPO admin fee reports for accuracy * Work with Customer Service to maintain contract pricing and update customer information * Work with Legal to confirm GPO and IDN pricing for consignment and purchase agreements; assist with contract review and legal redlines * Participate in the development of account-specific business strategies to support sales and market share growth * Identify opportunities for Xtant Medical to impact customer business and organizational issues * Participate in sales plan and marketing campaign preparation * Demonstrate product portfolio value to decision makers to secure successful contracts and increase sales * Support Marketing, Customer Service, Distribution, Sales, Contracts, Accounting, Quality Assurance, and Production activities * Ensure high standards of teamwork and customer service across departments * Develop and implement robust plans for sales growth, new products, and promotions within their territory * Develop territory-specific account strategies aligned with corporate goals * Forecast revenue and growth opportunities within assigned accounts * Build and maintain strong relationships with key decision-makers at national accounts/distributors * Build and maintain executive-level relationships with client stakeholders * Serve as the primary point of contact for escalations and strategic discussions * Direct internal resources (sales teams, support) to align with national account needs and ensure smooth execution * Collaborate with internal teams (marketing, operations, finance) to deliver client solutions * Lead cross-functional account teams to ensure seamless execution * Drive sales, market share, and meet KPIs by understanding client needs and delivering solutions * Drive contract negotiations and renewals * Identify upsell and cross-sell opportunities within accounts * Analyze data, understand market trends, and present value-based solutions to clients * Analyze market trends and competitor activity within the territory * Develop business cases for new initiatives and present to leadership * Other duties as assigned * Financial Responsibilities * Submit timely expense reports and abide by the Expense Reimbursement Policy * Training * Complete required training, including but not limited to initial orientation and environmental health and safety training prior to performing tasks * Participate in training programs, ensuring timely completion and accurate, up-to-date training records * Complete annual SOP review and safety training (i.e. OSHA, bloodborne pathogens) as applicable * May require OSHA (bloodborne pathogen) training, SDS, and other safety training as applicable * Document Control and Record Control * Complete all documentation accurately and legibly per GDP, retain records according to Xtant Medical's procedures, and review others' documentation as needed * Performance of Duties * Perform duties and responsibilities to the highest standards with efficiency, professionalism, and attention to detail; adapt to job changes and contribute to team success * Maintain confidentiality of donor and recipient information according to HIPAA * Required Skills/Abilities * Proven ability to write, review, and edit technical SOPs * Strong sales, negotiation, and communication skills * Ability to multitask and manage multiple priorities * Proficient in MS Word, Excel, PowerPoint, Outlook * Excellent organizational skills and attention to detail * Ability to investigate, analyze, and draw conclusions from information * Ability to reason independently and work with minimal guidance * Ability to interpret data and make sound judgments * Adaptability to changing priorities and schedules * Ability to maintain good working relationships and use sound judgment regarding scope and authority * Ability to prepare and make presentations to staff, board members, clients, and others as required * Strong leadership, planning, and strategic thinking * Ability to build trust and foster long-term partnerships * Ensure corporate strategies translate into on-the-ground success for key partners * Ability to train, cross-train, direct, and mentor others * Education & Experience * Bachelor's degree in Business, Marketing, Sales, Life Sciences, Healthcare Administration, or a related field is required. MBA or MS is preferred * Minimum of two (2) to five (5) years' experience related to the duties and responsibilities is required * Proven track record in relationship management, sales performance, and strategic account development * Deep knowledge of the U.S. healthcare system, including hospital buying processes, GPO contracts, reimbursement, etc. * Experience managing large accounts, GPOs, IDNs, or national healthcare systems * Demonstrated success in contract negotiation and strategic partnerships * Strategic planning and cross-functional collaboration experience * Working Conditions * Standard work hours are Monday - Friday; 8:00 am - 5:00 pm, with occasional evening or weekend work based on project/production needs * Work will require regular and frequent travel, domestically. The amount of travel will vary depending on business needs, with an estimated 30-50% of the time spent on travel * This position is based remotely in the U.S. and administrative work is performed from a home office * Working conditions may include a laboratory setting, environmentally controlled area (ECA), cleanrooms, operating rooms, and other sterile environments with varying temperatures * Duties may include contact with human tissue, blood, bone, and fluids * This position will sometimes be required to wear personal protective equipment (PPE), including laboratory coat, scrubs, and gloves, etc. * Adhere to all health and safety requirements specified when entering laboratory and device manufacturing areas and in the handling of company products * Hepatitis B vaccine is highly recommended and provided to employees who may have contact with human tissue at no cost to the employee. Any employee who declines a Hepatitis B vaccine will be required to sign a waiver * Physical Requirements * Ability to sit, stand, and work at a computer for prolonged periods * Ability to lift, carry, push or pull items of varying weight, typically up to 60 lbs. * Requires hand-eye coordination and manual dexterity for tasks such as typing, using hand tools or equipment, and assembling or handling small components with precision * Ability to see clearly, whether with or without corrective lenses * Ability to hear and understand safety signals, alarms, and customer requests in a noisy environment * Ability to safely operate a motor vehicle, including cars, trucks, or commercial vehicles, as required by the position. This includes the ability to drive for extended periods, in various weather conditions, and on different road types (urban, rural, highways, etc.) Note:This Job Description is not designed to include a detailed listing of the activities, duties or responsibilities that may be required of the employee. This job description does not constitute an employment contract, implied or otherwise, and is subject to change by the employer as the needs of the employer and requirements of the job change._ Xtant Medical provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.