Classification: Full Time, Exempt
Reports to: Area Sales Director
The employee will be responsible for selling surgical products and associated ancillary products within an assigned territory. This role includes developing, recommending, and executing a strategic plan to grow the surgical product line; identifying customer needs and opportunities and aligning them with the Company’s product offerings; maintaining a thorough understanding of the products, market, and competitive landscape; and providing ongoing education, training, and support to new and existing customers and distributors. The position requires a self‑directed, customer‑focused approach, strong written and verbal communication skills, and the ability to travel as needed to support business objectives.
This position reports to Area Sales Director. The Sales Representative will regularly interact with cross-functional Commercial teams, including Sales, Marketing, R&D, Field Operations and National Accounts.
- Duties and 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
- Generate new leads by directly contacting both agents and key surgeons
- Support surgical procedures with clinical expertise and strong business acumen
- Develop and implement a strategic growth plan for the assigned area; manage customer and prospective sales activities; achieve sales targets; report on progress, market trends, and competitor actions to senior leadership; and ensure timely, efficient product delivery
- Design and implement local sales and educational events intended to expand Xtant’s sales portfolio and ultimately assist in the delivery of assigned sales goals for their territory
- Set and attain personal targets for sales volume, new client acquisition, and related performance metrics
- Build a referral network of key surgeons and educate them on Xtant Medical products
- Establish and maintain close relationships with new clients:
- Regularly meet with clients to present Xtant Medical products and highlight benefits
- Maintain client relationships and monitor satisfaction
- Identify and act on opportunities to improve customer experience
- Prepare and submit pricing contracts
- Follow up to drive sales growth and profitability
- Resolve manufacturing or delivery issues as needed
- Coordinate with Xtant Medical customer service and distribution to ensure accurate, timely shipments, stay updated on new products, and relay customer feedback for improvements
- Attend sales training and planning meetings to stay informed on Xtant Medical products, promotions and sales goals
- Maintain strong knowledge of Xtant Medical and competitor products, including strengths and weaknesses
- Represent the company professionally and build trusted relationships with physician partners, customers, vendors, and colleagues
- Adhere to Xtant Medical policies and SOPs for HCP (Health Care Professionals) interactions, product handling, complaints, expense reporting, and training
- Financial Responsibilities
- Submit timely expense reports and abide by the Expense Reimbursement Policy
- Efficiently process all customer information, contracts, orders and billing information
- Review sales and commission reports
- Assist in collection of past-due customer balances when requested
- Maintain strict confidentiality of all company and customer information
- Administer and report on consignment inventories
- Training
- Complete required training, including but not limited to initial orientation and environmental health and safety training prior to performing tasks
- Participate in training programs, ensuring timely completion and accurate, up-to-date training records
- Complete annual SOP review and safety training (i.e. OSHA, bloodborne pathogens) as applicable
- Develop and maintain a scientific understanding of Xtant Medical’s products and their use
- Develop and maintain an understanding of competitive products
- Consistently enhance and refine sales techniques to drive performance and results
- Document Control and Record Control
- Complete all documentation accurately and legibly per GDP, retain records according to Xtant Medical’s procedures, and review others’ documentation as needed
- Performance of Duties
- Perform duties and responsibilities to the highest standards with efficiency, professionalism, and attention to detail; adapt to job changes and contribute to team success
- Maintain confidentiality of donor and recipient information according to HIPAA
- Required Skills/Abilities
- Demonstrated experience selling medical devices in a surgical or clinical setting
- Self-motivated, results-driven, and able to work independently within an assigned territory
- Strong written and verbal communication skills, including effective presentation capabilities
- Ability to identify customer needs and opportunities and align them with Company products and solutions
- Solid understanding of products, market dynamics, and competitive landscape
- Strong customer focus with consistent follow-up and relationship building skills
- Ability to educate, train, and influence surgeons, clinical staff, and distributors
- Willingness and ability to travel as required to support sales objectives
- Familiar with FDA, ISO, and AATB standards relevant to regulated product sales
- Proficient in Microsoft Office Suite (Word, Excel, PowerPoint, Outlook) and CRM tools
- Education & Experience
- Bachelor’s in Marketing, Engineering, Business Management, and/or Life Science field
- A minimum of one (1) - two (2) years’ sales experience in related field is required; industry exposure in medical device sales, clinical environments, or B2B sales is preferred—orthopedic, biologics, or fixation sales is strongly preferred
- Proven experience in cross-selling/upselling, working with POS or CRM systems, achieving/exceeding sales targets, managing customer objections and complaints, and delivering product demonstrations and presentations is essential
- Demonstrated entrepreneurial experience is required, showcasing initiative, ownership, and business acumen
- Working Conditions
- 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 regular and frequent travel, domestically. The amount of travel will vary depending on business needs
- This position is based remotely in the United States 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 temperatures
- Duties may include contact with human tissue, blood, bone, and fluids
- This position will sometimes be required to wear personal protective equipment (PPE), including laboratory coat, scrubs, gloves, etc.
- Adhere to all health and safety requirements specified when entering laboratory and device manufacturing areas and in the handling of company products
- 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
- Physical Requirements
- 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 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 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.)
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.
