Strategic Accounts Specialist, Orthopedics

Why Orthofix?
    

Guided by our organizational values – Take Ownership | Innovate Boldly | Win Together – we collaborate closely with world-class surgeons and other partners to improve people’s quality of life. At Orthofix, we want team members who build relationships and share knowledge, challenge the status quo, and deliver results every day to help us achieve our vision to be the unrivaled partner in Med Tech.  

Our global team of over 1,600 employees brings to market highly innovative, cost-effective, and user-friendly medical technologies that heal musculoskeletal pathologies for patients and the healthcare professionals who treat them. Looking to change people’s lives? Look no further.

How you'll make a difference?

The Strategic Accounts Specialist supports the orthopedic business by facilitating contracts, pricing, and account activities with Integrated Delivery Networks (IDNs), hospitals, Veterans Affairs (V.A.), military facilities, and medical buying groups. This role focuses on executing strategic account initiatives, maintaining accurate documentation, and providing direct support to sales teams to strengthen Orthofix’s presence in key accounts.

What will your duties and responsibilities be?

The following are the essential functions of this position. This position may be responsible for performing additional duties and tasks as needed and assigned.

Contract Management & Negotiation

• Assist in establishing and maintaining hospital, IDN, government, and GPO pricing contracts for Orthofix products.
• Support contract negotiations with national, regional, and local medical providers.
• Draft business proposals for new contracts, including discount levels, terms and conditions, and revenue opportunities, for review and approval by senior leadership.
• Manage contract documentation and ensure timely communication with internal and external stakeholders.
• Collaborate with Legal, Commercial Operations, and Sales Operations on contract preparation, maintenance, and termination.
• Assist in renewing contracts and negotiating favorable terms.

Pricing & Compliance

• Maintain orthopedic contract pricing lists, VAC materials, and related documentation.
• Ensure compliance with pricing approval processes and maintain documentation for SOX requirements.
• Collaborate with Finance and Customer Service to ensure pricing and invoice accuracy.
• Support price loading and record keeping with the Contract Coordinator.

Sales & Account Support

• Serve as a resource for sales representatives regarding pricing, contract details, and hospital access support.
• Provide updates to the field sales force on contractual items and account-specific information.
• Partner with other Orthofix business units to identify and pursue account opportunities.
• Work with the Strategic Accounts Team to leverage GPO and IDN relationships and maintain contract documentation.

Business Analysis & Market Insights

• Prepare quarterly business and financial analysis reports, including revenue, market penetration, and growth opportunities.
• Update and maintain a Strategic Accounts Heat Map for contracted facilities across the U.S.
• Research and monitor financial, economic, and competitive trends to identify opportunities.
• Contribute to pricing and contractual strategies that align with company objectives.
• Stay informed on competitive landscape to support sales representatives in achieving success.

Communication & Representation

• Build and sustain relationships with account contacts and decision makers.
• Attend national tradeshows as appropriate.
• Demonstrate organizational Cultural Beliefs and deliver desired results.
• Apply problem-solving skills to define issues, gather information, and take appropriate action.
• Prioritize tasks and adjust work plans to meet deadlines.

What skills and experience will you need?

Education/Certifications:

• Bachelor’s degree required, with 3+ years of experience in strategic or national account support within a medical device organization.

Experience, Skills, Knowledge and/or Abilities:

• Ability to read, analyze, and interpret business documents, procedures, and professional journals.
• Experience supporting RFI and RFP processes for strategic accounts.
• Skilled in preparing business reviews and presentations for GPOs, IDNs, hospitals, and government healthcare facilities.
• Strong communication skills for diverse audiences.
• Ability to comprehend written instructions, reports, schedules, and business correspondence.
• Analytical skills to review figures, identify trends, and assess impact.
• Knowledge of budget preparation and management.
• Ability to solve practical problems and apply policy guidelines.
• Capable of following instructions from multiple sources and making decisions that impact assigned responsibilities.

What qualifications are preferred?

The education, knowledge, skills, and/or abilities listed below are preferred qualifications in addition to the minimum qualifications stated above.

Additional Experience, Skills, Knowledge and/or Abilities:

• Experience in life sciences industries preferred

PHYSICAL REQUIREMENTS / ADVERSE WORKING CONDITIONS

The physical requirements listed in this section include, but are not limited to, the motor/physical abilities, skills, and/or demands required of the position in order to successfully perform its essential duties. In accordance with the Americans with Disabilities Act (ADA), reasonable accommodations may be made to allow qualified individuals with a disability to perform the essential functions of the position.

• No additional physical requirements or essential functions for this position.

DISCLAIMER

The duties listed above are intended only as representation of the essential functions of this position.  The omission of specific statements of duties does not exclude them from the position if the work is similar, related, or a logical assignment to the position.  The job description does not constitute an employment agreement between the employer and employee and is subject to change at the sole discretion of the employer.  Nothing in this document alters an employee’s at-will employment status.

We are committed to providing equal employment opportunities to all employees and applicants without regard to race (including traits historically associated with race, such as hair texture and protective hairstyles, including braids, locks, and twists), ethnicity, religion, religious creed (including religious dress and grooming practices), color, caste, sex (including childbirth, breast feeding, and related medical conditions), gender, gender identity or expression, sexual orientation, national origin, ancestry, citizenship status, uniform service member and veteran status, marital status, pregnancy, age (40 and over), protected medical condition (including cancer and genetic conditions), genetic information, disability (mental and physical), reproductive health decision-making, medical leave or other types of protected leave (requesting or approved for leave under the Family and Medical Leave Act or the California Family Rights Act), domestic violence victim status, political affiliation, or any other protected status in accordance with all applicable federal, state, and local laws.

This policy extends to all aspects of our employment practices including, but not limited to, recruiting, hiring, discipline, termination, promotions, transfers, compensation, benefits, training, leaves of absence, and other terms and conditions of employment.