Physician Lab Sales Specialist - Mid-Atlantic Region

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 positioning non-waived instrumentation (CBC, chemistry/IA, molecular platforms) and associated multi-year reagent rental agreements 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.

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.

• Develop and execute 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.

• Target new accounts through data‑driven prospecting.
• Conduct diagnostic workflow analyses to uncover opportunities for upgrading instrumentation, consolidating vendors, and improving reimbursement potential.

Market & Competitive Insight: Maintain deep knowledge of the CLIA regulatory landscape (waived, moderate, and high‑complexity testing environments) and monitor competitive activity and market shifts.

• 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.
• Prior experience collaborating within cross‑functional teams to achieve multi‑channel growth.
• 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.

• Excellent understanding of industry practices.
• Strong proficiency with tools, systems, and procedures.
• Excellent planning/organizational skills and techniques.
• Effective independent decision making, analysis, and problem solving skills.
• Outstanding verbal and written communication skills.
• Excellent presentation and public speaking skills.
• Excellent interpersonal and conflict resolution skills.
• Ability to build partnerships at all levels within the company.
• Strong negotiating skills.
• Project management and consultative skills with budget management.
• Specialist in multiple technical and/or business skills.
• Ability to cultivate and develop lasting internal and external customer relations.

Typically 7 or more years of increasing responsibility and complexity in applicable professional experience. Bachelor’s degree or global equivalent in a related discipline preferred; master’s degree or global equivalent is a plus. Two or more industry certifications are acceptable.

Extensive travel within the designated territory (minimum 50% travel common). The role includes working from a home office and requires residence within the territory:
Maryland, Washington, D.C., Virginia, and West Virginia. Candidates located in Maryland, Washington, D.C., or Northern Virginia are preferred.

Base salary range: $100,000 – $135,000, depending on education, experience, and location. Eligible for an additional bonus based on performance. Benefits include:

• Medical, Dental, and Vision Coverage
• 401(k) Plan with Company Match
• PTO and paid leave
• Paid parental leave
• Income protection
• Work‑life assistance program
• Flexible Spending Accounts
• Educational benefits
• Worldwide scholarship program and volunteer opportunities

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.