Physician Lab Sales Specialist

• Drive sales growth by promoting Henry Schein’s laboratory solutions, including instrumentation, reagents, consumables, and point-of-care testing
• Deliver strategic account plans focused on maximizing revenue, improving specialty penetration, and retaining top-tier customers
• Secure multi-year reagent rental agreements and instrument placements within physician labs
• Partner with Field Sales Consultants, Inside Sales Consultants, and Executive Selling Teams to coordinate customer strategy, maximize wallet share, and expand territory reach
• Build trusted-advisor relationships with physicians, lab directors, administrators, and decision-makers across physician office labs, urgent care centers, large group practices, community health centers, and integrated delivery networks
• Conduct diagnostic workflow analyses to identify instrumentation upgrades, vendor consolidation, and reimbursement opportunities
• Target new accounts through data-driven prospecting
• Maintain knowledge of the CLIA regulatory landscape across waived, moderate, and high-complexity testing environments
• Monitor competitive activity and market shifts to inform strategy and identify white-space opportunities
• Serve as a laboratory diagnostics subject-matter expert to internal teams by providing product expertise

• Typically 7 or more years of increasing responsibility and complexity in terms of applicable professional experience
• Laboratory or medical equipment sales experience preferred;
  Med Tech experience will also be considered
• Typically a Bachelor's Degree or global equivalent in related discipline (preferred education)
• Master's degree or global equivalent preferred
• May hold two or more industry certifications
• 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 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
• Extensive travel within the designated territory; minimum 50% travel is not unusual
• Ability to work in a home office environment using typical office equipment

Demonstrates expertise in laboratory solutions sales, including instrumentation and reagents, while effectively managing strategic account plans to drive revenue growth and customer retention. Possesses strong analytical skills to conduct diagnostic workflow analyses and identify market opportunities within the healthcare sector.

• Laboratory Solutions Sales
• Strategic Account Management
• Revenue Growth Achievement
• CLIA Compliance Knowledge
• Cross-Functional Collaboration

• Laboratory Equipment Sales
• Diagnostic Workflow Analysis
• Data-Driven Prospecting
• Reagent Rental Models
• Territory Management

• Excellent Communication
• Presentation Skills
• Analytical Problem-Solving

• Industry Certifications

• Physician Office Labs
• Urgent Care Centers
• Integrated Delivery Networks
• Community Health Centers
• Market Analysis