Reference Lab Sales Specialist

This is a fully remote position, open to applicants in Alabama, +2 more states.

📋 Description

• Propel sales of CLIA-non-waived laboratory instruments, reagents, consumables, and diagnostic solutions to reference laboratory clientele.

• Meet or exceed established sales goals and key performance indicators.

• Identify prospects and develop pipelines within the reference laboratory sector.

• Enhance current customer relationships and foster loyalty and retention.

• Act as a subject matter expert on Henry Schein’s portfolio of laboratory solutions.

• Provide consultative solutions tailored to customer testing volumes, workflow enhancement, and operational requirements.

• Keep abreast of market trends, regulatory updates, and competitor offerings.

• Leverage competitive insights to position Henry Schein’s products and solutions effectively.

• Create and implement territory business strategies for key reference laboratory accounts.

• Utilize CRM and analytical tools to monitor pipeline activities, ensure accurate forecasting, and assess performance.

• Manage intricate, long-cycle sales processes involving laboratory directors, procurement executives, and C-suite stakeholders.

• Engage in extensive travel within the specified territory.

⛳️ Requirements

• Generally, 10 or more years of progressively responsible and complex experience in a relevant professional field.

• Proven track record of closing multi-million dollar enterprise contracts and handling multi-year revenue responsibilities.

• Experience in selling high-complexity instrumentation, automation solutions, and molecular platforms.

• Strong consultative selling abilities with laboratory decision-makers and C-level executives.

• Proficient in navigating RFP and procurement processes.

• In-depth understanding of reference laboratory operations, workflows, and procurement procedures.

• Familiarity with molecular diagnostics, chemistry/IA, hematology, and other high-complexity testing solutions.

• Knowledge of CLIA regulations, reimbursement dynamics, and laboratory accreditation standards.

• Expert knowledge of industry practices.

• High proficiency with relevant tools, systems, and processes.

• Exceptional skills in planning, organization, decision-making, analysis, problem-solving, communication, presentation, public speaking, interpersonal relations, and conflict resolution.

• Strong abilities in partnership development and negotiation.

• Skills in project management, consultative processes, budgeting, and resolving complex issues.

• Expertise in various technical and/or business disciplines.

• Capacity to foster long-term internal and external customer relationships.

• Candidates must reside within the territory of Florida, Georgia, Alabama, or Mississippi; preference is given to Florida-based candidates.

• Regular travel of at least 50% is expected.

• A Bachelor's Degree or equivalent in a related field is typically required; a Master's degree or equivalent is preferred; candidates may hold two or more industry certifications.

🏝️ Benefits

• Home office environment.

• Equal employment opportunity.

• Reasonable accommodations available for applicants with disabilities.

• Opportunities for authentic development and contribution.

• Chances to give back to society and the communities where employees live and work.

• A culture focused on team wellness.