Pharmaceuticals Sales Representative, Diabetes - South Chicago

Xeris Pharmaceuticals, Inc.; Illinois; On-site; USD 85,000 - 140,000; Full time

Job summary

Xeris Pharmaceuticals, Inc. is seeking a Territory Business Representative/Manager (TBR/TBM) for Diabetes/Endocrinology in the United States to achieve commercial objectives within the assigned territory.

Reporting to the Regional Business Director, you will develop and execute plans to exceed growth targets and drive patient care improvements through evidence-based discussions with healthcare providers. The role emphasizes a consultative, behavior-change sales approach, cross-functional

Qualifications

• TBR minimum of 2 years of successful sales experience in pharmaceutical, biotechnology, medical device, healthcare, clinical, or B2B 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.

Responsibilities

• Execute consultative sales plans to create action-oriented, compliant conversations that lead to customer awareness, understanding, and behavior change.
• Build comprehensive account relationships with physicians, advanced practice providers, nurses, pharmacists, diabetes educators, office personnel, healthcare systems, and other key stakeholders to drive patient-centered results.
• Collaborate 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.
• 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.
• Travel within assigned territory to call on customers, attend meetings, and participate in other business-related activities.

Skills

Consultative selling

Behavior change

Account management

Healthcare sales

Territory planning

Stakeholder engagement

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.

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: South Chicago, IL

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.

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.

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

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.

Benefits and Incentives

• 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.

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.

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.

Xeris participates in E-Verify.

EEO is the Law

EEO is the Law Supplement

Pay Transparency Nondiscrimination Provision