National Accounts Manager; Territory

Classification: Full Time, Exempt

Reports to: Vice President of National Accounts

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.

• 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…