Pharmaceutical Sales Representative, Neurology (Rare Disease) - DC/Baltimore

Reporting to the Regional Business Director (RBD), the Area Business Specialist (ABS) develops and executes plans to exceed growth targets and business objectives in an assigned territory, aligning with Xeris’ corporate goals. This role requires a highly strategic sales approach focused on helping healthcare providers (HCPs) compliantly identify undiagnosed or untreated patients and drive urgent action throughout the treatment journey. The successful candidate partners with HCPs and their care teams, educating stakeholders on patient identification, diagnostic pathways, treatment eligibility, and critical steps in the patient pull-through process.

Responsibilities

• Achieve territory product sales goals and activity goals by executing against company-defined performance expectations, metrics, and customer engagement objectives.
• 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 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 utilize 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.
• Develop and maintain 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.
• 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.

Requirements

• 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.

Skills

• Strong leadership, teamwork, and collaboration skills.
• High level of accountability, professionalism, and adaptability.
• Excellent written and verbal communication skills.
• Analytical thinking, problem-solving, and decision-making abilities.
• Strong organizational and multitasking skills.
• Attention to detail and a self-starter mindset with the ability to effectively prioritize and execute in a dynamic environment.
• Resilience, grit, and a growth mindset.
• Strong sense of urgency to support healthcare providers in identifying and treating appropriate patients quickly.

Working Conditions

• Field-based position; incumbents are expected to conduct business in assigned geography on a daily basis.
• Periodic evening and weekend work as necessary to fulfill obligations.
• Extensive overnight travel required, including air and vehicle travel, particularly for larger geographies.

Pay

The anticipated base salary range for this position is $110,000 to $190,000. Starting pay is determined based on role, job-related knowledge, skills, experience, education, internal equity, market data, and location. Eligible employees may receive equity or long-term incentive awards, a quarterly commission structure (for field sales roles), or an annual bonus (for non-sales roles).

Benefits

• Comprehensive benefits package, including paid time off, health, vision, and dental insurance options.
• 401(k) retirement benefits.

Locations: Washington DC; Baltimore, MD