Physician Lab Sales Specialist - Ohio

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.
• Prior experience closing 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.
• Able 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.
• Able 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.