Pharmaceuticals Sales Representative, Diabetes - Phoenix
About The Position
The Territory Business Representative/Manager (TBR/TBM) – Diabetes/Endocrinology is responsible for achieving commercial objectives in an assigned territory in alignment with Xeris’ corporate goals. Reporting to the Regional Business Director, 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 role may be filled at the TBR or TBM level, based on the selected candidate’s qualifications and experience. The ideal candidate demonstrates resilience, grit, and a growth mindset toward behavior change, alongside a strong commitment to helping healthcare providers optimize patient care. The position is based in the Phoenix, Arizona territory and is posted as remote. It requires working in the assigned territory five days per week to call on customers, attend meetings, and participate in business activities, with vehicle and airline travel. Periodic evening and weekend work may be required.
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 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 and execute plans to exceed quarterly and annual territory growth targets and business objectives.
- Use consultative, compliant sales conversations to build customer awareness and understanding and encourage behavior change.
- Educate healthcare providers about guideline recommendations, clinical evidence, and preventive, risk-mitigating strategies.
- Improve workflows to 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.
- 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.
- Collaborate with Marketing, Training, Market Access, and Commercial Operations to use company resources effectively in customer engagements.
- Work 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 decisions.
- Represent Xeris professionally and ethically, champion its mission and vision, and provide strategic value to customers.
- Comply with company policies, industry regulations, and healthcare laws.
- Take accountability for personal development, seek opportunities to improve performance, accept coaching and feedback, and contribute to a collaborative, high-performing culture.
- Work in the assigned territory five days per week, call on customers, attend meetings, and participate in business-related activities; travel by vehicle and airline as required.
Benefits
- Paid time off benefits.
- Health insurance options.
- Vision insurance options.
- Dental insurance options.
- 401(k) retirement benefits.
- Field Sales employees are eligible for a quarterly commission structure.
- Employees may be eligible for equity or long-term incentive awards, where applicable.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
