National Accounts Manager (Territory) at Xtant Medical Holdings Inc – Belgrade, Montana

Classification: Full Time, Exempt

Reports to: Vice President of National Accounts

Job SummaryThe 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 ResponsibilitiesDevelop 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 policyMaintain 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 protocolsMaintain relationships with surgeons, customers, GPOs, IDNs, staff, end-user facility staff, and distributorsMaintain hospital information in ERP, including GPO affiliations, hospital systems (IDN/mergers), ION, pricing, and payment termsUpdate and distribute GPO member rosters to RVPs; communicate contract and pricing activationsGather field information for business strategy on IDNs, RFP opportunities, surgeon interest, and rep coverageManage RFPs, RFIs, RFQs, competitive cross, vendor forms, and supplier questionnaires for hospital approvals or updatesPull facility, hospital system, IDN, or GPO stats for strategic analysisCollaborate with Finance to review GPO admin fee reports for accuracyWork with Customer Service to maintain contract pricing and update customer informationWork with Legal to confirm GPO and IDN pricing for consignment and purchase agreements; assist with contract review and legal redlinesParticipate in the development of account-specific business strategies to support sales and market share growthIdentify opportunities for Xtant Medical to impact customer business and organizational issuesParticipate in sales plan and marketing campaign preparationDemonstrate product portfolio value to decision makers to secure successful contracts and increase salesSupport Marketing, Customer Service, Distribution, Sales, Contracts, Accounting, Quality Assurance, and Production activitiesEnsure high standards of teamwork and customer service across departmentsDevelop and implement robust plans for sales growth, new products, and promotions within their territoryDevelop territory-specific account strategies aligned with corporate goalsForecast revenue and growth opportunities within assigned accountsBuild and maintain strong relationships with key decision-makers at national accounts/distributorsBuild and maintain executive-level relationships with client stakeholdersServe as the primary point of contact for escalations and strategic discussionsDirect internal resources (sales teams, support) to align with national account needs and ensure smooth executionCollaborate with internal teams (marketing, operations, finance) to deliver client solutionsLead cross-functional account teams to ensure seamless executionDrive sales, market share, and meet KPIs by understanding client needs and delivering solutionsDrive contract negotiations and renewalsIdentify upsell and cross-sell opportunities within accountsAnalyze data, understand market trends, and present value-based solutions to clientsAnalyze market trends and competitor activity within the territoryDevelop business cases for new initiatives and present to leadershipOther duties as assignedFinancial ResponsibilitiesSubmit timely expense reports and abide by the Expense Reimbursement PolicyTrainingComplete required training, including but not limited to initial orientation and environmental health and safety training prior to performing tasksParticipate in training programs, ensuring timely completion and accurate, up-to-date training recordsComplete annual SOP review and safety training (i.e. OSHA, bloodborne pathogens) as applicableMay require OSHA (bloodborne pathogen) training, SDS, and other safety training as applicableDocument Control and Record ControlComplete all documentation accurately and legibly per GDP, retain records according to Xtant Medical’s procedures, and review others’ documentation as neededPerformance of DutiesPerform duties and responsibilities to the highest standards with efficiency, professionalism, and attention to detail; adapt to job changes and contribute to team successMaintain confidentiality of donor and recipient information according to HIPAARequired Skills/AbilitiesProven ability to write, review, and edit technical SOPsStrong sales, negotiation, and communication skillsAbility to multitask and manage multiple prioritiesProficient in MS Word, Excel, PowerPoint, OutlookExcellent organizational skills and attention to detailAbility to investigate, analyze, and draw conclusions from informationAbility to reason independently and work with minimal guidanceAbility to interpret data and make sound judgmentsAdaptability to changing priorities and schedulesAbility to maintain good working relationships and use sound judgment regarding scope and authorityAbility to prepare and make presentations to staff, board members, clients, and others as requiredStrong leadership, planning, and strategic thinkingAbility to build trust and foster long-term partnershipsEnsure corporate strategies translate into on-the-ground success for key partnersAbility to train, cross-train, direct, and mentor othersEducation & ExperienceBachelor’s degree in Business, Marketing, Sales, Life Sciences, Healthcare Administration, or a related field is required. MBA or MS is preferredMinimum 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 developmentDeep knowledge of the U.S. healthcare system, including hospital buying processes, GPO contracts, reimbursement, etc.Experience managing large accounts, GPOs, IDNs, or national healthcare systemsDemonstrated success in contract negotiation and strategic partnershipsStrategic planning and cross-functional collaboration experienceWorking Conditions Standard work hours are Monday – Friday; 8:00 am – 5:00 pm, with occasional evening or weekend work based on project/production needsWork 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 travelThis 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 temperaturesDuties may include contact with human tissue, blood, bone, and fluidsThis 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 productsHepatitis 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 waiverPhysical RequirementsAbility to sit, stand, and work at a computer for prolonged periodsAbility 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 lensesAbility to hear and understand safety signals, alarms, and customer requests in a noisy environmentAbility 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.