Associate Director, Inside Sales
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. The role leads 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 recruits, develops, coaches, and inspires the Inside Sales team to deliver exceptional customer engagement, achieve sales objectives, and prepare high-potential talent for transitions into field-based commercial roles. In partnership with commercial leadership, this individual contributes to strategic initiatives that advance business objectives, drive performance, and reinforce Xeris' culture, values, and commitment to compliance. The position is based in Xeris’ Chicago office and requires on-site work Monday through Friday. Periodic evening and weekend work may be required, along with overnight travel of up to 30%.
Requirements
- Bachelor's degree in Health Sciences, Business/Marketing, Accounting, or a related field.
- At least 4 years of experience in pharmaceutical sales and/or marketing positions.
- Individual contributor field sales experience is required.
- Strong track record of high performance, including sales results and critical behaviors or competencies.
- Leadership experience involving direct management of others and/or roles requiring coaching and mentoring.
- Training, coaching, and mentoring experience.
- Ability to identify and facilitate business risk or issue mitigation and resolution.
- Ability to hold others accountable to organizational goals and take appropriate action when team members do not meet expectations.
- Experience with sales technology platforms, such as Salesforce.
- Competencies include functional and strategic leadership, coaching and feedback, cross-functional collaboration, written and verbal communication, conflict resolution, results orientation, and relationship building.
Nice To Haves
- At least 5 years of experience in pharmaceutical sales and/or marketing positions is preferred.
- Inside sales leadership experience is preferred.
Responsibilities
- Recruit, onboard, develop, coach, and retain a high-performing team of Inside Sales Representatives.
- Identify, coach, and prepare high-performing ISRs for advancement into field sales positions through the Business Acumen development process.
- Provide ongoing coaching, performance feedback, career development, and individualized development plans.
- Partner with Regional Business Directors and Commercial Leadership to reinforce behaviors and competencies important for field success.
- Conduct regular coaching observations, virtual ride-alongs, and field experiences, including at least one field visit per month consisting of 2–3 full coaching days.
- Establish performance expectations, monitor key performance indicators, and drive sales, activity, and talent pipeline goals.
- Ensure the team maintains product, disease state, competitive, and market knowledge and executes compliant, customer-focused selling behaviors.
- Identify performance trends and implement strategies to improve sales effectiveness, customer engagement, and business outcomes.
- Partner with Commercial Leadership to develop and execute strategic and tactical plans supporting organizational priorities.
- Collaborate with Sales Training, Marketing, Sales Operations, Medical Affairs, Market Access, and other partners to optimize learning, sales execution, and organizational readiness.
- Use commercial insights, customer feedback, and performance data to inform strategic recommendations and continuous process improvement.
- Represent Inside Sales on cross-functional initiatives and serve as a strategic partner across the commercial organization.
- Use technical expertise, business acumen, and market knowledge to influence decisions that strengthen Inside Sales strategy and execution.
- Champion the organization's culture and promote engagement, collaboration, and performance aligned with its Mission, Vision, and Values.
- Identify capability gaps and implement training strategies, resources, and development initiatives to enhance individual and team performance.
- Ensure 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 ethics, integrity, and compliance while fostering accountability and patient-centric decision-making.
- Ensure activities comply with company policies, industry regulations, and applicable compliance requirements.
- Professionally represent Xeris and cultivate trusted relationships with colleagues, customers, and business partners.
- Perform other related duties as needed to meet the ongoing needs of the organization.
Benefits
- Paid time off benefits.
- Health insurance options.
- Vision insurance options.
- Dental insurance options.
- 401(k) retirement benefits.
- Eligible employees may receive equity or long-term incentive awards.
- Non-Sales role employees are eligible for an annual bonus.
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What This Job Offers
Job Type
Full-time
Career Level
Manager
