Job Description:

The Area Business Specialist (ABS) 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 ABS will develop and execute plans to exceed growth targets and business objectives on a quarterly/annual basis.

This position requires a highly strategic sales approach focused on helping HCPs compliantly identify individual undiagnosed or untreated patients and driving urgent action throughout the treatment journey. Rather than transactional product promotion, the successful candidate serves as a partner to healthcare providers and their care teams, educating stakeholders on patient identification, diagnostic pathways, treatment eligibility, and critical steps in the patient pull-through process. The role requires proactively addressing barriers to diagnosis, access, and treatment initiation while creating urgency around timely intervention to ensure appropriate patients receive therapy as quickly as possible, ultimately improving patient outcomes.

The ideal candidate demonstrates resilience, grit, and a growth mindset, combined with a strong sense of urgency to support healthcare providers in identifying and treating appropriate patients quickly, ensuring optimal care.

Performance:

• Responsible for achieving territory product sales goals and activity goals by executing against company-defined performance expectations, metrics, and customer engagement objectives.

Customer Engagement, Patient Identification & Pull-Through

• Leverage internal data sources, analytics, customer insights, and cross-functional resources to identify high-potential HCP and account opportunities and develop/execute a territory business plan to achieve sales objectives

• Interpret market research, data, and other sales analytics to develop a territory business plan to achieve territory business objectives

• Develop rapport and credibility with HCPs to create urgency around the identification, diagnosis, and treatment of underserved rare disease patients, driving timely therapy initiation and sustained treatment adherence in compliance with Xeris policy.
• Apply an account-based selling approach by engaging all appropriate stakeholders within the practice including physicians, nurses, medical assistants, office staff, referral coordinators, and prior authorization personnel to identify patients, address barriers, and drive patient pull-through from diagnosis to treatment initiation.
• Effectively utilizes available company resources, including field analytics, account data, marketing campaigns, speaker programs, peer-to-peer education, disease state materials, patient-finding resources, and cross-functional support, to develop account strategies, uncover patient opportunities, and improve customer engagement and patient pull-through.

Cross Functional Collaboration

• Develops and maintains strong cross-functional partnerships with PAMs and internal stakeholders, fostering a collaborative, efficient, and aligned approach to driving customer engagement and facilitating patient treatment initiation.
• 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.
• Partner with Marketing, Training, Market Access, and Commercial Operations to maximize the use of company resources and drive impactful customer engagement, behavior change, and improved patient care.

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 contributes to a positive, collaborative, and high-performing culture.

Skills and Qualifications

• Bachelor's degree (BA/BS) required, advanced degree preferred.
• Minimum of 5 years of successful sales experience in the life sciences industry required.
• 2+ years of rare disease product promotion experience preferred; candidates with a proven track record in specialty pharmaceutical sales will also be considered.
• Experience in rare disease, ultra-rare disease, specialty pharmaceuticals, or neurology preferred.
• Proven record of sustained high sales performance and achievement.
• Strong knowledge of sales processes required; knowledge of rare disease products, markets, and patient journey processes preferred.
• Strong analytical skills and business acumen required.
• Valid U.S. state-issued driver's license required.
• Competencies: Demonstrates strong leadership, teamwork, and collaboration skills, along with a high level of accountability, professionalism, and adaptability. Possesses excellent written and verbal communication, analytical thinking, problem-solving, decision-making, organizational, and multitasking skills. Exhibits attention to detail and a self-starter mindset with the ability to effectively prioritize and execute in a dynamic environment.
• Internal candidates who have been promoted from a retail Inside Sales Representative position to a Rare Inside Sales Representative position may be eligible to apply for this role, as are current Territory Business Managers. Internal applicants may qualify based on demonstrated performance, product expertise, and readiness for field responsibilities.

Working Conditions

• Position may require periodic evening and weekend work, as necessary to fulfill obligations. Periodic overnight travel.
• Position requires travel by air and by vehicle.
• Extensive overnight travel required for larger geographies
• This is a field-based position. Incumbents are expected to conduct business in assigned geography on a daily basis

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.

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Direct Employers Posting: Washington DC; Baltimore, MD

The anticipated base salary range for this position is $110,000 to $190,000.

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.