JOB OVERVIEW:
The Physician Lab Sales Specialist (PLSS) is responsible for driving sales of CLIA-waived and moderately complex diagnostic solutions into physician-owned laboratories, urgent care centers, community health clinics, and specialty practices. In addition to Point of Care (POC) and waived testing, the role includes responsibility for positioning non-waived instrumentation (CBC, chemistry/IA, molecular platforms) and associated multi-year reagent rental agreements for practices with the patient base to support expanded in-office testing. The PLSS balances transactional sales (consumables, POC testing) with strategic capital placements and provides consultative support around compliance, reimbursement, and lab workflow optimization.
KEY RESPONSIBILITIES:
- Sales Growth & Revenue Generation:
- Drive sales growth by promoting Henry Schein’s exclusive laboratory solutions, including instrumentation, reagents, consumables, and point-of-care testing.
- Deliver strategic account plans focused on maximizing revenue, improving penetration across specialties, and retaining top-tier customers.
- Multi-year reagent rental agreements and instrument placements within physician labs. Partner with Field Sales Consultants (FSCs), Inside Sales Consultants (ISCs) and Executive Selling Teams (BDE / SGE) to coordinate customer strategy, maximize wallet share, and expand territory reach.
- Customer Engagement & New Business Development:
- Build trusted advisor relationships with physicians, lab directors, administrators, and decision-makers across multiple care settings, including but not limited: Physician Office Labs (POLs), Urgent Care Centers, Large Group Practices, Community Health Centers, Integrated Delivery Networks (IDNs)
- Conduct diagnostic workflow analyses to uncover opportunities for upgrading instrumentation, consolidating vendors, and improving reimbursement potential. Target new accounts through data-driven prospecting.
- Market & Competitive Insight:
- Maintain deep knowledge of the CLIA regulatory landscape (waived, moderate, and high complexity testing environments).
- Monitor competitive activity and market shifts to inform strategy and capitalize on white-space opportunities.
- Serve as a laboratory diagnostics subject matter expert to internal teams, offering product expertise.
SPECIFIC KNOWLEDGE & SKILLS:
- Strategic, solution-oriented sales approach. Demonstrated ability to meet or exceed revenue and unit targets.
- Excellent communication and presentation skills
- Strong analytical and problem-solving capabilities
- Experience selling into physician office labs, urgent care centers, Large Group Practices and IDNs preferred.
- Prior experience collaborating within cross functional teams to achieve multi-channel growth preferred.
- Demonstrated success exceeding quotas and driving territory growth in competitive markets.
- Proven ability to close both transactional consumables sales and longer-cycle moderate complexity placements.
- Familiarity with reagent rental models, CLIA compliance, and reimbursement frameworks.
- Strong prospecting and territory management skills.
GENERAL SKILLS & COMPETENCIES:
- Excellent understanding of industry practices
- Strong proficiency with tools, systems, and procedures
- Excellent planning/organizational skills and techniques
- Excellent independent decision making, analysis and problem solving skills
- Outstanding verbal and written communication skills
- Excellent presentation and public speaking skills
- Excellent interpersonal skills
- Excellent conflict resolution skills and ability to deliver difficult messages
- Ability to build partnerships at all levels within the company
- Good negotiating skills
- Resolve complex issues in effective ways
- Project management, consultative skills and ability to manage a budget
- Specialist in multiple technical and/or business skills
- Ability to cultivate and develop lasting internal and external customer relations
WORK EXPERIENCE:
Typically 7 or more years of increasing responsibility and complexity in terms of any applicable professional experience.
PREFERRED EDUCATION:
Typically a Bachelor's Degree or global equivalent in related discipline. Master's degree or global equivalent preferred. May hold two or more industry certifications.
TRAVEL / PHYSICAL DEMANDS:
This position requires extensive travel within the designated territory. (Minimum 50% travel is not unusual) This position will be working in a home office environment, utilizing typical office equipment.
Henry Schein, Inc. is an Equal Employment Opportunity Employer and does not discriminate against applicants or employees on the basis of race, color, religion, creed, national origin, ancestry, disability that can be reasonably accommodated without undue hardship, sex, sexual orientation, gender identity, age, citizenship, marital or veteran status, or any other legally protected status.
For more information about career opportunities at Henry Schein, please visit our website at: www.henryschein.com/careers
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