Physician Lab Sales Specialist - OH

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 skillsStrong analytical and problem-solving capabilitiesExperience 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 practicesStrong proficiency with tools, systems, and proceduresExcellent planning/organizational skills and techniquesExcellent independent decision making, analysis and problem solving skillsOutstanding verbal and written communication skillsExcellent presentation and public speaking skillsExcellent interpersonal skillsExcellent conflict resolution skills and ability to deliver difficult messagesAbility to build partnerships at all levels within the companyGood negotiating skillsResolve complex issues in effective waysProject management, consultative skills and ability to manage a budgetSpecialist in multiple te

Created: 2026-02-09