Physician Lab Sales Specialist
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Job Description
Physician lab sales specialist driving Henry Schein diagnostic solution sales across physician laboratories and care practices. Managing strategic accounts, reagent placements, prospecting, and territory growth across the Southwest.
Responsibilities:
- Drive sales growth by promoting Henry Schein’s laboratory solutions, including instrumentation, reagents, consumables, and point-of-care testing
- Deliver strategic account plans to maximize revenue, improve penetration across specialties, and retain top-tier customers
- Develop multi-year reagent rental agreements and instrument placements within physician laboratories
- 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 IDNs
- 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 and monitor competitive activity and market shifts
- Serve as a laboratory diagnostics subject matter expert to internal teams, offering product expertise
Requirements:
- Candidates must reside within the assigned territory of Arizona, Utah, and Southern Nevada
- Typically 7 or more years of increasing responsibility and complexity in applicable professional experience
- 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
- Proven 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
- Bachelor's degree or global equivalent in a related discipline is listed as preferred education
- Master's degree or global equivalent preferred
- May hold two or more industry certifications
Benefits:
- Bonus eligibility subject to achievement of the plan
- Home office environment
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