Area Business Specialist - Neurology; Rare Disease - California; Los Angeles

Overview

The Area Business Specialist (ABS) is responsible for achieving commercial objectives in the assigned territory, aligning with Xeris’ corporate goals. Reporting to the Regional Business Director (RBD), the ABS develops and executes plans to exceed growth targets and business objectives on a quarterly and annual basis. The role focuses on helping healthcare providers (HCPs) compliantly identify and treat undiagnosed or untreated patients, creating urgency around timely intervention and improving patient outcomes.

• Drive territory product sales goals and activity objectives by meeting company-defined performance expectations and metrics.
• 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.
• Interpret market research, data, and sales analytics to shape territory business strategy.
• Build rapport and credibility with HCPs to create urgency around identification, diagnosis, and treatment of underserved rare disease patients.
• Apply an account‑based selling approach by engaging all stakeholders—physicians, nurses, medical assistants, office staff, referral coordinators, prior authorization personnel—to identify patients, address barriers, and drive patient pull‑through from diagnosis to treatment initiation.
• Utilize company resources—field analytics, account data, marketing campaigns, speaker programs, peer‑to‑peer education, disease‑state materials, patient‑finding resources, cross‑functional support—to develop account strategies, uncover patient opportunities, and improve customer engagement and pull‑through.
• Cross‑Functional Collaboration:
  Build strong partnerships with PAMs and internal stakeholders, fostering a collaborative, efficient approach to customer engagement and 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.
• Partner with Marketing, Training, Market Access, and Commercial Operations to maximize company resources and drive impactful engagement and improved patient care.
• Professionalism and Continuous Development:
  Represent Xeris professionally, maintain compliance with policies and regulations, pursue personal development, embrace coaching, and contribute to a positive, collaborative culture.

• Bachelor’s degree (BA/BS) required; advanced degree preferred.
• Minimum of 5 years of successful sales experience in the life sciences industry.
• 2+ years of rare disease product promotion experience preferred; specialty pharmaceutical sales experience considered.
• Experience in rare disease, ultra‑rare disease, specialty pharmaceuticals, or neurology preferred.
• Proven record of sustained high sales performance.
• 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:
  
  strong leadership, teamwork, collaboration, accountability, professionalism, adaptability, excellent communication (written and verbal), analytical thinking, problem‑solving, decision‑making, organization, multitasking, attention to detail, and a self‑starter mindset.
• Internal candidates promoted from retail Inside Sales or current Territory Business Managers may be eligible based on performance, product expertise, and readiness for field responsibilities.

• Periodic evening and weekend work as necessary.
• Periodic overnight travel; requires travel by air and by vehicle.
• Field‑based position; daily business in assigned geography.

The anticipated base salary range is $110,000 to $190,000, dependent on role, experience, location, and market data. Field Sales employees are eligible for a quarterly commission structure; non‑sales role employees may receive an annual bonus. The company offers a comprehensive benefits package, including paid time off, health, vision, dental insurance, 401(k) retirement benefits, and potential equity or long‑term incentive awards 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.