Pharmaceuticals Sales Representative, Diabetes - Baltimore

Xeris Pharmaceuticals, Inc.; Oregon; Hybrid; USD 100,000 - 140,000; Full time

Benefits offered by this job

Quarterly commissions

Annual bonus

Comprehensive benefits package

Job summary

Xeris Pharmaceuticals, Inc. is seeking a Territory Business Representative/Manager (TBR/TBM) in Diabetes/Endocrinology. This role focuses on consultative selling, educating providers on guidelines, and driving behavior change to optimize patient care.

The ideal candidate will combine clinical understanding with a robust sales strategy to exceed growth targets within the assigned territory. The position emphasizes relationship building with physicians, nurses, pharmacists, and other stakeholders,

Qualifications

• 2+ years of successful sales experience in relevant healthcare environments or B2B sales that drive workflow adoption.
• 5+ years of TBM experience in pharmaceutical/biotech or healthcare where sales hinge on workflow implementation (for TBM).
• Proven track record of exceeding sales objectives through behavior change and stakeholder accountability.

Responsibilities

• Utilize a consultative selling approach to educate providers and drive behavior change.
• Build and maintain broad stakeholder partnerships to improve patient access and therapy adoption.
• Collaborate with marketing, market access, and operations to optimize resources for impactful engagements.
• Represent the company professionally and ethically while ensuring compliance and continuous development.

Skills

Consultative selling

Behavior change

Relationship building

Healthcare sales

Education

Bachelor's degree

Job description

Territory Business Representative/Manager (TBR/TBM) - Diabetes/Endocrinology

The Territory Business Representative/Manager (TBR/TBM) - Diabetes/Endocrinology 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. The successful candidate will serve as a trusted partner to healthcare providers and their teams by educating stakeholders, aligning discussions with clinical guidelines, addressing barriers to treatment, and driving action that improves patient care and outcomes. The ideal candidate demonstrates resilience, grit, and a growth mindset towards behavior change while maintaining a strong commitment to healthcare providers towards optimizing patient care.

Ideal candidate locations: Baltimore, MD

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.

Skills and Qualifications

Education

• Bachelor's degree

Experience

• 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.

NOTE: This job description is not intended to be all-inclusive. Employee may perform other related duties as negotiated to meet the ongoing needs of the organization. The level of the position will be determined based on the selected candidate's qualifications and experience.

The anticipated base salary range for this position is $100,000 to $140,000.

#LI - RemoteDirect Employers : Baltimore, MDWe are committed to offering competitive compensation.

Starting pay is determined based on a variety of factors, including the role, job-related knowledge, skills, experience, education, internal equity, market data, and the location of the role, where applicable.

Xeris Pharmaceuticals, Inc. (the "Company") is an equal opportunity employer and does not discriminate based on race, color, religion, sex, gender identity, sexual orientation, national origin, age, disability, veteran status, genetics or any other characteristic protected by law. All qualified candidates are given equal opportunity and the Company's employment selection decisions are based solely on job-related factors.

Employees are eligible for equity or long‑term incentive awards, where applicable. Field Sales role employees are eligible for a quarterly commission structure. Non‑Sales role employees are eligible for an annual bonus. The Company also offers a comprehensive benefits package that includes additional elements such as paid time off benefits, various health, vision, and dental insurance options, 401(k) retirement benefits and more for eligible employees. Details about these and other offerings will be provided at the time a conditional offer of employment is made. Candidates are always welcome to inquire about our compensation and benefits package during the interview process.

Individuals hired as temporary employees, interns, and preceptors are not eligible for commissions, bonuses, and/or long‑term incentive or equity awards. Eligibility for other benefits will be based on plan documents.

Accessibility & Reasonable Accommodations

If, because of a medical condition or disability, you require a reasonable accommodation or assistance to complete any part of the application process, please send an e‑mail to and identify the type of accommodation or assistance you are requesting. Please include the job requisition number in your message. Please note if your request is not for this stated purpose, you will not receive a response to your email. Do not include any medical or health information in this email.

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NOTE: This job description is not intended to be all-inclusive. Employee may be required to perform other related duties as needed to meet the ongoing needs of the Company. The level of the position will be determined based on the selected candidate's qualifications and experience.