Xtant Medical · 1 week ago
National Accounts Manager (Territory)
Belgrade, MT, US
Full-time
Hybrid
Mid, Senior Level
$110K/yr - $165K/yr
2+ years expXtant Medical is a company that specializes in medical devices, and they are seeking a National Accounts Manager to oversee a portfolio of strategic, multi-site customers. This role is responsible for driving revenue growth, profitability, and customer satisfaction through strategic planning and relationship management.
Health CareManufacturingMedicalMedical Device
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
Qualification
Required
Bachelor's degree in Business, Marketing, Sales, Life Sciences, Healthcare Administration, or a related field is required
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
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
Preferred
MBA or MS
Benefits
Hepatitis B vaccine is highly recommended and provided to employees who may have contact with human tissue at no cost to the employee.
Company
Xtant Medical
Xtant Medical is a medical technology company focused on surgical solutions for the treatment of spinal disorders.
201-500 employees
Funding
Current Stage
Public CompanyTotal Funding
$281.64MKey Investors
MidCap FinancialStavros Vizirgianakis
2024-08-08Post Ipo Equity· $5M
2024-03-07Post Ipo Debt· $17M
2023-07-03Post Ipo Equity· $15M
Leadership Team
Scott Neils
Chief Financial Officer
Mark Schallenberger
Chief Operating Officer
Recent News
2025-12-11
Company data provided by crunchbase