The Director of National Accounts is responsible for securing and expanding access to the company’s orthobiologic portfolio across major U.S. health systems, orthopaedic groups, ASCs, and GPO/IDN networks. This position drives enterprise-level contracting, pricing strategy, and value analysis to support rapid adoption of our biologics bone graft substitutes and related disposables.

The role collaborates closely with Sales Leadership, Clinical, Marketing, Operations and Finance to ensure frictionless selling for the field and multi-site conversion within targeted hospital, VA and ASC-focused orthopedic networks.

Responsibilities

• Develop and lead contract strategy for orthopaedic-driven GPOs, IDNs, MSK networks, ASC chains, and high-volume orthopaedic groups.
• Own executive relationships with system supply chain, C-suite, and large orthopedic group administrators.
• Coordinate enterprise selling efforts with Regional Sales Directors and distributor organizations.
• Secure category inclusion and pricing competitiveness for biologics and instrumentation.
• Negotiate pricing tiers, committed-volume agreements, and rebate structures for large national and regional systems.
• Manage contracting lifecycle: strategy, proposals, analytics, negotiation, implementation, and performance review.
• Build contracting structures tailored to hospital and ASC health economics, including program bundles, disposable efficiencies, and cost-per-case optimization.
• Partner with ASC management companies (e.g., USPI, SCA Health, HOPCo, OrthoAlliance, orthopedic supergroups) to drive system-wide adoption.
• Lead hospital VAC and ASC committee strategy to streamline approvals.
• Develop and maintain national pricing matrices across biologics and cannulas.
• Evaluate and approve National Price Exception (NPE) requests.
• Analyze contracting impact on gross margin and profitability.
• Prepare value dossiers demonstrating infection treatment efficiency, reduced patient length of stay, and procedure standardization.
• Partner with Clinical and HEOR teams to build compelling clinical + financial value cases.
• Support field execution by enabling multi-site conversions and reducing administrative barriers to adoption.
• Provide forecasting and analytics for national account opportunities.
• Track competitive dynamics for leading companies such as Arthrex, Stryker, Depuy/Synthes, Smith+Nephew, CONMED, Zimmer Biomet, and emerging biologics companies.
• Identify new contracting opportunities in bundled payments, rebates, ASC capital refresh cycles, and biologic therapy reimbursement shifts.
• Manage, coach, and influence a matrixed team of contributors across various departments, leveraging indirect people management skills to drive consensus and achieve shared organizational goals.
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Requirements

• 7–10+ years in Medical Device commercial roles, with experience in Orthopedics strongly preferred.
• MBA or advanced degree in business or healthcare management; preferred.
• Prior experience with biologics and/or F&A, Trauma, Arthroplasty and Spine; preferred.
• Demonstrated success in GPO/IDN contracting, ASC enterprise sales, Government contracting (VA, DOD and CAH) or strategic account management.
• Strong understanding of ASC economics, MSK service-line structures, and orthopedic group purchasing behavior.
• Ability to negotiate complex pricing, multi-product bundles, and disposable programs.
• High financial and analytical acumen; comfortable with pricing models and multi-site deployment strategy.
• Expertise working with distributor networks (common in orthopaedics).
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Base: Competitive based on experience

Experience: 10+ Years

Location: Remote (US)

Reports to: EVP, GM Commercial

Travel: 40–60%

This job description is not exhaustive and may have been condensed for online or mobile viewing. It does not encompass all duties, responsibilities, or aspects of the job, and is subject to amendments at the sole discretion of the Employer. Employees may also perform other related duties as negotiated to meet the organization’s ongoing needs.

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