Physician Lab Sales Specialist

This is a fully remote position, open to applicants in North Carolina.

📋 Description

• Propel sales growth by advocating for Henry Schein’s laboratory offerings, which encompass instrumentation, reagents, consumables, and point-of-care testing.

• Execute strategic account plans aimed at maximizing revenue, enhancing penetration across specialties, and retaining premier customers.

• Oversee multi-year reagent rental agreements and the placement of instruments within physician laboratories.

• Collaborate with Field Sales Consultants, Inside Sales Consultants, and Executive Selling Teams to align customer strategies, increase wallet share, and broaden territory outreach.

• Develop 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 integrated delivery networks.

• Perform diagnostic workflow analyses to pinpoint opportunities for upgrading instrumentation, consolidating vendors, and enhancing reimbursement potential.

• Identify new accounts through data-driven prospecting efforts.

• Stay informed about the CLIA regulatory framework across waived, moderate, and high-complexity testing environments.

• Track competitive activity and market changes to guide strategy and reveal white-space opportunities.

• Act as a laboratory diagnostics subject matter expert for internal teams.

• Operate in a home office setting utilizing standard office equipment.

⛳️ Requirements

• Typically 7 or more years of progressive responsibility and complexity in relevant professional experience.

• Strategic and solution-focused sales methodology.

• Proven track record of meeting or surpassing revenue and unit objectives.

• Exceptional communication and presentation abilities.

• Strong analytical skills and problem-solving capabilities.

• Experience in sales to physician office labs, urgent care centers, Large Group Practices, and Integrated Delivery Networks (IDNs) is preferred.

• Prior experience working collaboratively within cross-functional teams to achieve multi-channel growth is preferred.

• Demonstrated ability to exceed quotas and drive territory expansion in competitive environments.

• Proven capacity to close transactional consumables sales and manage longer-cycle moderate complexity placements.

• Familiarity with reagent rental models, CLIA compliance, and reimbursement frameworks.

• Strong skills in prospecting and territory management.

• Excellent understanding of industry practices.

• High proficiency with tools, systems, and procedures.

• Strong organizational and planning skills.

• Exceptional independent decision-making, analytical, and problem-solving skills.

• Outstanding verbal and written communication skills.

• Excellent presentation and public speaking capabilities.

• Strong interpersonal and conflict resolution skills.

• Ability to forge partnerships at all organizational levels.

• Good negotiation skills.

• Project management expertise, consultative skills, and budget management proficiency.

• Specialization in various technical and/or business skills.

• Ability to foster enduring relationships with internal and external customers.

• Bachelor's Degree or equivalent global qualification in a relevant discipline is preferred.

• Willingness to travel extensively within the assigned territory; a minimum of 50% travel is typical.

🏝️ Benefits

• Home office environment.

• Extensive travel within the designated territory.

• Equal Employment Opportunity protections.