Pharmaceuticals Sales Representative, Diabetes - Northeast - New Haven
Xeris Pharmaceuticals, Inc.
Summary
The Territory Business Representative/Manager (TBR/TBM) – Diabetes is responsible for the achievement of commercial objectives in the assigned territory in alignment with Xeris' corporate goals. Reporting to the Regional Business Director (RBD), the TBR/TBM will develop and execute plans to exceed growth targets and business objectives on a quarterly/annual basis. This position requires a consultative, specialty sales approach focused on behavior change rather than transactional selling.
Job description
Consultative Selling and Behavior Change
- Utilize a consultative sales approach to create action-oriented, and compliant conversations that lead to customer awareness, understanding, and behavior change.
- Educate healthcare providers on guideline recommendations with clinical evidence and the importance of preventive, risk-mitigating strategies.
- Create and sustain behavior change by enhancing workflows that proactively identify patients at risk, support continuity of care, and ensure patients receive prescribed therapies.
- Demonstrate grit and resilience throughout the sales cycle by uncovering and solving the objections that limit at-risk patients' access to therapy.
Customer and Account Engagement
- Build comprehensive account relationships that extend beyond the health care practitioner to include all individuals who influence patient care and prescription fulfillment.
- Establish, develop, and maintain collaborative partnerships that drive patient centered results with physicians, advanced practice providers, nurses, pharmacists, diabetes educators, office personnel, healthcare systems, and other key stakeholders.
- Partner with office staff to improve patient access and prescription conversion.
- Identify and address reimbursement, access, and treatment barriers that may impact patient outcomes.
- Coordinate multiple customer touchpoints to support long-term growth and performance.
Cross Functional Collaboration
- Partner with Marketing, Training, Market Access, and Commercial Operations to improve utilization of company resources for impactful customer engagements to drive meaningful provider behavior change that improves patient care.
- Collaborate with Regional Business Directors and peers to share best practices and implement strategic initiatives.
- Contribute market intelligence and customer insights to support organizational growth and strategic decision making that will benefit the broader sales organization.
Professionalism and Continuous Development
- Represent the organization professionally and ethically to internal and external stakeholders as a trusted representative of Xeris, championing the company's mission and vision while driving strategic value for customers to improve patient outcomes.
- Maintain compliance with all company policies, industry regulations, and healthcare laws.
- Demonstrate accountability for personal development and continuously seek opportunities to improve effectiveness and performance.
- Embrace coaching and feedback while exhibiting a growth mindset and commitment to excellence.
- Actively contribute to a positive, collaborative, and high-performing culture.
Requirements
- Bachelor's degree
- TBR minimum of 2 years of successful sales experience in pharmaceutical, biotechnology, medical device, healthcare, clinical, or business-to-business sales environments where sales are a direct result of workflow implementation
- TBM minimum of 5 years of successful sales experience in pharmaceutical, biotechnology, medical device, healthcare, clinical, or business-to-business sales environments where sales are a direct result of workflow implementation
- Demonstrated history of exceeding sales objectives with specific examples of how behavior change was achieved through accountability, implementation, and investment across multiple stakeholders
- Strong consultative selling and account management skills
- Ability to influence customer behavior and create urgency that drives action
- Strong business planning, territory management, and analytical skills
- Ability to navigate complex healthcare systems and multi-layered accounts
- Ability to identify barriers and develop creative solutions that improve business outcomes
- Must have a valid U.S. state-issued driver's license
- Must be able to work in assigned territory, five (5) days per week
Benefits
- Paid Time Off
- Health Insurance
- Vision Insurance
- Dental Insurance
- 401(k) Retirement Benefits
- Equity Awards
- Long-Term Incentive Awards
- Quarterly Commission Structure
Company overview
Xeris Pharmaceuticals, Inc. is a specialty pharmaceutical company focused on developing and commercializing ready-to-use injectable and infusible drug formulations. The company leverages its proprietary XeriJect® and XeriSol® technology platforms to transform existing liquid and lyophilized medications into stable, non-aqueous, ready-to-use formulations that eliminate the need for reconstitution or refrigeration. Xeris specializes in addressing unmet medical needs in endocrinology, neurology, and gastroenterology, with a particular emphasis on rescue therapies for severe hypoglycemia and other acute conditions. The company's lead product, Gvoke® (glucagon injection), is a ready-to-use liquid glucagon for the treatment of severe hypoglycemia in pediatric and adult patients with diabetes. Xeris operates as a publicly traded company on the NASDAQ under the ticker symbol XERS, with a focus on improving patient outcomes through innovative drug delivery solutions that enhance convenience, safety, and accessibility of critical medications.