Director of Strategic Accounts

At Xtant Medical, our mission is to honor the gift of donation by allowing our patients to live as full and complete a life as possible. We are seeking a full time, exempt Director of Strategic Accounts to join our team. This is a remote U.S. position. Pay is DOE and includes the benefits listed below. If you enjoy working as a team and want to grow your career, you've found the right place at Xtant Medical!

Benefits: 

• Medical - Dental - Vision
• Generous PTO Schedule
• Corporate Gym Discount
• 401(k)
• Well-Being Programs / LifeBalance Discount Program
• Life & AD&D Life Insurance
• Long-Term & Short-Term Disability
• Tax Savings
• Wellness Apps (Calm & Burnalong)
• And more...

Responsibilities of the Director of Strategic Accounts: 

• 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 routine communication with the commercial team to align on IDN account management and contracting strategies
• Strengthen relationships with key supply chain personnel, including leads in contracting and value analysis. Build alliances that support Xtant Medical’s presence and success within accounts
• Maintain ongoing communication with customers to understand their needs, enhance patient outcomes, and streamline the buying process for greater efficiency
• Monitor and report on product conversion opportunities, applying analytics to drive progress both internally and externally
• Identify and coordinate new opportunities with supply chain and sales teams to build new business and protect existing business through improved agreements and contract compliance
• Facilitate access for new and existing products, ensuring product availability and adoption
• Meet IDN objectives, focusing on order growth, preferred vendor agreements, and other performance metrics
• Lead or collaborate with the commercial team in performing Xtant Medical Quarterly Business Reviews to assess account health and opportunities
• Develop comprehensive annual account reports and IDN opportunity roadmaps. Work with the sales team to align strategies and ensure objectives are met
• Work with supply chain to assist sales teams in accelerating the sales process by removing obstacles, identifying opportunities, and driving long-term customer loyalty
• Proactively monitor contract compliance levels, evaluate performance, and communicate results to enhance compliance and drive business growth
• Track monthly progress against goals, using SWOT analysis (Successes, Weaknesses, Opportunities, and Threats) to adjust strategies as needed
• Support pricing, contracting, and sales efforts across assigned IDNs to optimize business operations
• Identify overarching supply chain concerns and work with sales teams, customer service, and National Accounts to resolve issues across member IDN facilities
• Attend Xtant Medical and industry meetings to stay informed on market trends, competitive actions, and emerging customer needs
• Maintain a deep understanding of market trends, competitive actions, product needs, and customer base to anticipate and respond to industry shifts
• Work with management to create a personal development plan that enhances skills and knowledge, aligned with the evolving healthcare market
• Adhere to all corporate policies and standards as published
• Proactively manage travel expenses to adhere to a designated budget
• Other duties as assigned

Education/Credentials Experience & Training       

• Bachelor’s degree in business, Marketing, or a related field is required
• Minimum of five (5) years’ experience in contract negotiation and account management within the healthcare industry is required. 
• Proven success in working cross-functionally and collaboratively. Regional sales management or other leadership experience is a plus
• Demonstrated ability to communicate effectively and negotiate well, with strong organizational skills. Must be able to manage multiple projects simultaneously
• Demonstrated performance in management and/or leadership positions
• Experience managing upper-level administrative and supply chain relationships, including experience with complex customers such as regional collaboratives and IDNs
• Must have a strong understanding of medical device markets, including disposables, capital equipment, and implantable products, such as spine and biologics

Managerial Experience

• Ability to train others

Special Requirements/Physical Capabilities or Abilities, other Additional Desirable Qualifications

• 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 50 lbs. 
• 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.)

Working Conditions

• This position is based in an office environment. Standard work hours are Monday – Friday; 8:00 am – 5:00 pm, with occasional overtime or weekend work based on project/production needs
• Work will require periodic travel, domestically, which may include weekend travel. The amount of travel will vary depending on business needs, with an estimated 50% of the time spent on travel annually
• This position is based in the remote U.S.
• Work may require long periods of sitting, standing, and working at a computer

 Health and Safety

• Must adhere to all health and safety requirements specified when entering laboratory and device manufacturing areas and in the handling of company products
• May require OSHA (bloodborne pathogen) training, SDS, and other safety training as applicable
• Must be able to lift 50 lbs.
• 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

About Us:

We aim to improve the quality of life for our patients by designing, manufacturing and distributing medical devices and human tissues for transplants that are safe, effective and meet the needs of our customers. 

This position does not offer current or future H-1B visa sponsorship.

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.