Pharmaceuticals Sales Representative, Diabetes - New York

Xeris Pharmaceuticals Inc; New York (NY); Hybrid; USD 85,000 - 140,000; Full time

Benefits offered by this job

Equity incentives

Quarterly commissions

Annual bonus

Benefits package

Job summary

Xeris Pharmaceuticals, Inc. is seeking a Territory Business Representative/Manager to drive diabetes/endocrinology growth in the Rochester, NY area. You will educate providers, shape workflows, and build strong cross-functional partnerships to improve patient access and outcomes.

The role emphasizes a consultative selling approach, behavior-change strategies, and multi-stakeholder engagement in a dynamic biopharma environment. Travel within the territory is required.

Qualifications

• Bachelor's degree required.
• 2+ years of pharma/biotech/medical device sales focused on workflow-based selling.
• TBM with 5+ years in similar sales roles.
• Proven track record of exceeding sales objectives via behavior change.
• Strong consultative selling, account management, and stakeholder influence.

Responsibilities

• Develop and execute plans to exceed growth targets in the assigned territory.
• Educate healthcare providers on guideline recommendations and clinical evidence.
• Create and sustain behavior change by improving workflows to identify at-risk patients.
• Build comprehensive account relationships with physicians, nurses, pharmacists, and staff.
• Collaborate with Marketing, Training, Market Access, and Commercial Operations.
• Represent the organization professionally and ethically to stakeholders.
• Travel within the territory; some evenings/weekends may be required.

Skills

Consultative selling

Behavior change

Account management

Territory management

Clinical guidelines

Healthcare navigation

Relationship building

Analytical skills

Education

Bachelor's degree

Job description

Job Description: 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. Ideal candidate location: Rochester, NY 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.

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.

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.

#LI-REMOTE Direct Employers Posting:

Rochester, New York

Salary

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

We 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.

NOTE: This job description is not intended to be all‑inclusive. The 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. Final determination of the actual base salary offered depends on several factors, including but not limited to the candidate’s skills, experience, education, location, and business needs.

• 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.
• Eligibility for other benefits will be based on plan documents.

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 [e-mail] 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.

Xeris participates in E‑Verify. E‑Verify Participation Poster EEO is the Law EEO is the Law EEO is the Law Supplement EEO is the Law Supplement Pay Transparency Nondiscrimination Provision Pay Transparency Nondiscrimination Provision Xeris is a growth‑oriented biopharmaceutical company committed to improving patient lives by developing and commercializing innovative products across a range of therapies. Xeris is headquartered in Chicago, Illinois and has a strong foundation built on proprietary formulation technologies and deep expertise in clinical development and commercialization.

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.