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.
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 QualificationsEducationExperience- 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 $110,000 to $190,000.
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Direct Employers Posting: Worcester, MA.
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.
