Physician Lab Sales Specialist - Southwest
The assigned territory includes Arizona, Utah, and Southern Nevada . Due to travel requirements, candidates must reside within the territory.
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 abili