Physician Lab Sales Specialist - Ohio

Drive sales of CLIA-waived and moderately complex diagnostic solutions into physician-owned laboratories, urgent care centers, community health clinics, and specialty practices. Focus on Point of Care (POC), waived testing, non-waived instrumentation (CBC, chemistry/IA, molecular platforms), and multi-year reagent rental agreements for practices with expanded in-office testing needs.

Responsibilities

• 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.
• Secure 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.
• Build trusted advisor relationships with physicians, lab directors, administrators, and decision-makers across 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.
• 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.

Requirements

• Strategic, solution-oriented sales approach with a 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.

Skills

• Excellent understanding of industry practices.
• Strong proficiency with tools, systems, and procedures.
• Excellent planning, organizational, and independent decision-making skills.
• Outstanding verbal and written communication skills.
• Excellent presentation and public speaking skills.
• Strong interpersonal and conflict resolution skills.
• Ability to build partnerships at all levels within the company.
• Good negotiating skills.
• Project management and consultative skills, including budget management.
• Ability to cultivate and develop lasting internal and external customer relations.

Qualifications

• Typically 7 or more years of increasing responsibility and complexity in professional experience.
• Bachelor's Degree or global equivalent in a related discipline (Master's degree preferred).
• May hold two or more industry certifications.

Schedule

• Extensive travel within the designated territory (minimum 50% travel is typical).
• Home office environment with typical office equipment.

Assigned territory: Ohio and western Pennsylvania.