Physician Lab Sales Specialist - North Carolina

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.
• Manage 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 Physician Office Labs (POLs), Urgent Care Centers, Large Group Practices, Community Health Centers, and 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.