Associate Director, Inside Sales

Xeris Pharmaceuticals•Chicago, IL

11d•Onsite

About The Position

Reporting to the Vice President - Sales, Diabetes, the Associate Director, Inside Sales provides strategic leadership, direction, and developmental guidance to a team of Inside Sales Representatives (ISRs) in support of Xeris' commercial objectives. This role balances execution with strategy by leading a high-performing virtual sales organization while partnering cross-functionally to optimize business results, strengthen organizational capability, and build a sustainable commercial talent pipeline. The Associate Director is responsible for recruiting, developing, coaching, and inspiring the Inside Sales team to deliver exceptional customer engagement, achieve sales objectives, and prepare high-potential talent for successful transitions into field-based commercial roles. In partnership with commercial leadership, this individual contributes to the development and execution of strategic initiatives that advance business objectives, drive performance, and reinforce Xeris' culture, values, and commitment to compliance.

Requirements

Bachelor's Degree in the Health Sciences, Business/Marketing, Accounting, or related field
4 years minimum, 5+ years preferred of experience in pharmaceutical sales and/or marketing positions
Ability to identify and facilitate business risk/issue mitigation and resolution.
Inside sales leadership experience preferred & individual contributor field sales experience is required
Strong track record of high performance and success to include sales results and critical behaviors/competencies
Leadership experience that includes either direct management of others and/or experience in roles where coaching and mentoring of others was required
Training, coaching, mentoring experience required
Ability to hold others accountable to organizational goals and take appropriate action when team members are not meeting expectations.
Experience with sales technology platforms/technology such as Salesforce.
Functional and Strategic Leadership, Coaching and Feedback skills, Cross-Functional Collaboration, Written & Verbal Communication skills, Conflict Resolution, Results-Driven, Relationship Building

Nice To Haves

5+ years of experience in pharmaceutical sales and/or marketing positions
Inside sales leadership experience preferred

Responsibilities

Recruit, onboard, develop, coach, and retain a high-performing team of Inside Sales Representatives focused on achieving commercial objectives while building future field sales talent.
Lead the Business Acumen development process by identifying, coaching, and preparing high-performing ISRs for advancement into field sales positions.
Provide ongoing coaching, performance feedback, career development, and individualized development plans that strengthen sales capabilities and field readiness.
Partner with Regional Business Directors and Commercial Leadership to ensure developmental experiences reinforce behaviors and competencies critical for field success.
Conduct regular coaching observations, virtual ride-alongs, and field experiences, including a minimum of one field visit per month consisting of 2–3 full coaching days.
Establish clear performance expectations, monitor key performance indicators, and drive achievement of sales, activity, and talent pipeline goals.
Ensure the team maintains strong product, disease state, competitive, and market knowledge while consistently executing compliant, customer-focused selling behaviors.
Identify performance trends and implement strategies that improve sales effectiveness, customer engagement, and business outcomes.
Partner with Commercial Leadership to develop and execute strategic and tactical plans that support organizational priorities.
Collaborate with Sales Training, Marketing, Sales Operations, Medical Affairs, Market Access, and other cross-functional partners to optimize learning, sales execution, and organizational readiness.
Leverage commercial insights, customer feedback, and performance data to inform strategic recommendations and continuous process improvement.
Represent the Inside Sales organization on cross-functional initiatives and serve as a strategic partner across the commercial organization.
Utilize technical expertise, business acumen, and market knowledge to influence decisions that strengthen Inside Sales strategy and execution.
Champion and exemplify the organization's culture, fostering alignment with the Mission, Vision, and Values while promoting behaviors and practices that drive engagement, collaboration, and performance.
Identify capability gaps and implement training strategies, resources, and developmental initiatives that enhance individual and team performance.
Ensure all new and tenured ISRs complete required training and maintain proficiency across products, systems, and sales processes.
Manage the Inside Sales operating budget by monitoring expenditures and optimizing resource allocation.
Model the highest standards of ethics, integrity, and compliance while fostering a culture of accountability and patient-centric decision making.
Ensure all activities are conducted in accordance with company policies, industry regulations, and applicable compliance requirements.
Professionally represent Xeris internally and externally while cultivating trusted relationships with colleagues, customers, and business partners.