Henry Schein One LLC is looking for a Physician Lab Sales Specialist to drive sales of CLIA-waived and moderately complex diagnostic solutions into physician-owned labs, urgent care centers, and specialty practices. You will provide consultative support on compliance, reimbursement, and workflow optimization while managing a territory across Northern California and Northern Nevada.
What You'll Do
- 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 to coordinate customer strategy, maximize wallet share, and expand territory reach.
- Build trusted advisor relationships with physicians, lab directors, administrators, and decision-makers across multiple care settings.
- 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.
What We're Looking For
- Typically 7 or more years of increasing responsibility and complexity in terms of any applicable professional experience.
- 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.
- Ability 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.
- Ability to cultivate and develop lasting internal and external customer relations.
Nice to Have
- 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.
- Experience selling into physician office labs, urgent care centers, Large Group Practices and IDNs.
- Prior experience collaborating within cross functional teams to achieve multi-channel growth.
- 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.
Team & Environment
You will partner with Field Sales Consultants (FSCs), Inside Sales Consultants (ISCs) and Executive Selling Teams (BDE / SGE) to coordinate strategy and expand territory reach.
Benefits & Compensation
- Base salary range: $100,000 - $135,000
Work Mode
This is a field-based position serving the local territory, which includes Northern California, Northern Nevada, Southern Idaho, and portions of Wyoming.
Henry Schein, Inc. is an Equal Employment Opportunity Employer and does not discriminate against applicants or employees on the basis of race, color, religion, creed, national origin, ancestry, disability that can be reasonably accommodated without undue hardship, sex, sexual orientation, gender identity, age, citizenship, marital or veteran status, or any other legally protected status.
