Pharmaceuticals Sales Representative, Diabetes - Chattanooga

Xeris Pharmaceuticals Inc

Tennessee

Hybrid

USD 85,000 - 140,000

Full time

14 days+

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Job summary

Xeris Pharmaceuticals Inc. is seeking a Territory Business Representative/Manager for Diabetes/Endocrinology in the Chattanooga, TN area.

You will lead consultative selling initiatives, educate providers on guideline-based therapies, and drive patient access and treatment adoption within an assigned territory. Responsibilities include building key relationships with physicians, advanced practice providers, nurses, and care teams, planning strategic initiatives with regional leadership, and

Qualifications

Bachelor's degree required.
TBR minimum of 2 years sales in pharmaceutical, biotechnology, medical device, healthcare, clinical, or B2B 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 B2B environments where sales are a direct result of workflow implementation.
Demonstrated history of exceeding sales objectives with specific examples of 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.

Responsibilities

Utilize a consultative sales approach to engage stakeholders and drive behavior change.
Educate healthcare providers on guideline-based therapies with clinical evidence.
Create and sustain workflows that improve patient access and continuity of care.
Identify and address barriers to treatment and reimbursement that impact outcomes.
Coordinate multiple touchpoints to support long-term growth within the territory.
Partner with cross-functional teams to optimize resource usage for impactful engagements.

Skills

Consultative selling

Account management

Territory management

Behavior change

Healthcare systems navigation

Stakeholder engagement

Analytical skills

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 location

Chattanooga, TN

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.
Experience: 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.
Knowledge and Skills: 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.

Working Conditions

Position may require periodic evening and weekend work, as necessary to fulfill obligations.
Position requires both vehicle and airline travel, must have a valid U.S. state-issued driver’s license.
Must be able to work in assigned territory, five (5) days per week to call on customers, attend meetings, and participate in other business-related activities.
The level of the position will be determined based on the selected candidate’s qualifications and experience.

Compensation and Benefits

The anticipated base salary range for this position is $85,000 to $140,000.
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.
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.

Equal Employment Opportunity

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.

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 recruiting@xerispharma.com 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.

Compliance

Xeris participates in E-Verify.