Pharmaceuticals Sales Representative, Diabetes - Northeast - New Haven

Xeris Pharmaceuticals, Inc.•REMOTE - Connecticut, CT

2d•$100,000 - $140,000•Remote

About The Position

The Territory Business Representative/Manager (TBR/TBM) – Diabetes is responsible for achieving commercial objectives in the assigned territory in alignment with Xeris’ corporate goals. Reporting to the Regional Business Director (RBD), the representative/manager develops and executes plans to exceed quarterly and annual growth targets and business objectives. The role uses a consultative, specialty sales approach focused on behavior change rather than transactional selling. The successful candidate serves as a trusted partner to healthcare providers and their teams by educating stakeholders, aligning discussions with clinical guidelines, addressing treatment barriers, and driving actions that improve patient care and outcomes. The ideal candidate demonstrates resilience, grit, and a growth mindset while maintaining a strong commitment to helping healthcare providers optimize patient care. The ideal candidate location is New Haven, Connecticut. The position requires working in the assigned territory five days per week to call on customers, attend meetings, and participate in other business-related activities. It may require periodic evening and weekend work, as necessary, and both vehicle and airline travel. A valid U.S. state-issued driver’s license is required. The level of the position is determined by the selected candidate’s qualifications and experience. The anticipated base salary range is $100,000 to $140,000. Field Sales employees are eligible for a quarterly commission structure and, where applicable, equity or long-term incentive awards. The company offers eligible employees paid time off, health, vision, and dental insurance options, 401(k) retirement benefits, and other benefits. Final compensation and benefit eligibility depend on applicable factors and plan documents.

Requirements

Bachelor’s degree.
For the TBR level: at least 2 years of successful sales experience in pharmaceutical, biotechnology, medical device, healthcare, clinical, or business-to-business sales environments where sales result directly from workflow implementation.
For the TBM level: at least 5 years of successful sales experience in pharmaceutical, biotechnology, medical device, healthcare, clinical, or business-to-business sales environments where sales result directly from workflow implementation.
Demonstrated history of exceeding sales objectives, with specific examples of achieving behavior change 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.
Valid U.S. state-issued driver’s license.
Ability to work in the assigned territory five days per week and travel by vehicle and airline.

Responsibilities

Achieve commercial objectives in the assigned territory in alignment with company goals, and develop and execute plans to exceed quarterly and annual growth targets.
Use consultative selling to create action-oriented, compliant conversations that increase customer awareness and understanding and encourage behavior change.
Educate healthcare providers about guideline recommendations, clinical evidence, and preventive, risk-mitigating strategies.
Improve workflows to proactively identify at-risk patients, support continuity of care, and help ensure patients receive prescribed therapies.
Uncover and address objections that limit at-risk patients’ access to therapy.
Build and maintain account relationships with healthcare practitioners and other stakeholders who influence patient care and prescription fulfillment, including physicians, advanced practice providers, nurses, pharmacists, diabetes educators, office personnel, and healthcare systems.
Partner with office staff to improve patient access and prescription conversion.
Identify and address reimbursement, access, and treatment barriers that may affect patient outcomes.
Coordinate customer touchpoints to support long-term growth and performance.
Partner with Marketing, Training, Market Access, and Commercial Operations to use company resources effectively in customer engagements and encourage provider behavior change.
Collaborate with Regional Business Directors and peers to share best practices and implement strategic initiatives.
Provide market intelligence and customer insights to support organizational growth and strategic decision-making.
Represent Xeris professionally and ethically, champion its mission and vision, and deliver strategic value to customers to improve patient outcomes.
Comply with company policies, industry regulations, and healthcare laws.
Take accountability for personal development, seek opportunities to improve effectiveness and performance, and respond constructively to coaching and feedback.
Contribute to a positive, collaborative, high-performing culture.
Work in the assigned territory five days per week to call on customers, attend meetings, and participate in business-related activities; travel by vehicle and airline as needed.
Perform other related duties as needed to meet the ongoing needs of the organization.