Henry Schein
Henri Schein is seeking a Physician Lab Sales Specialist (PLSS) to drive sales of CLIA‑waived and moderately complex diagnostic solutions into physician‑owned laboratories, urgent care centers, community health clinics, and specialty practices.
Job Overview The PLSS balances transactional sales (consumables, POC testing) with strategic capital placements and provides consultative support around compliance, reimbursement, and lab workflow optimization.
Key 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, Inside Sales Consultants, and Executive Selling Teams to coordinate strategy, maximize wallet share, and expand territory reach.
Build trusted advisor relationships with physicians, lab directors, administrators, and decision‑makers across multiple care settings, including Physician Office Labs, Urgent Care Centers, Large Group Practices, Community Health Centers, and Integrated Delivery Networks.
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 and 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 with a proven record of meeting or exceeding revenue and unit targets.
Excellent communication, presentation, analytical, and problem‑solving capabilities.
Experience selling into physician office labs, urgent care centers, large group practices, and IDNs preferred.
Prior experience collaborating with 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.
General Skills & Competencies
Excellent understanding of industry practices and strong proficiency with tools, systems, and procedures.
Excellent planning, organizational, and independent decision‑making skills.
Outstanding verbal and written communication, presentation, and public‑speaking skills.
Excellent interpersonal and conflict‑resolution skills.
Ability to build partnerships at all levels within the company and resolve complex issues effectively.
Project management, consultative skills, and budget management capabilities.
Specialist in multiple technical and/or business skills and ability to cultivate lasting customer relations.
Work Experience Typically 7 or more years of increasing responsibility and complexity in applicable professional experience.
Preferred Education Typically a Bachelor’s Degree or global equivalent in a related discipline. Master’s degree or global equivalent preferred. May hold two or more industry certifications.
Travel / Physical Demands This position requires extensive travel within the designated territory; minimum 50% travel is not unusual. The role will be working in a home office environment, utilizing typical office equipment.
Seniority Level Associate
Employment Type Full‑time
Job Function & Industries Medical Equipment Manufacturing and Hospitals and Health Care
EEO Statement Henry Schein 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.
Career Opportunities For more information about career opportunities at Henry Schein, please visit our website at: www.henryschein.com/careers
Job Posting Notice Henry Schein has recently been made aware of multiple scams where unauthorized individuals are using Henry Schein's name and logo to solicit potential job seekers for employment. Please be advised that Henry Schein's official U.S. website is www.henryschein.com. Any other format is not genuine. Any jobs posted by Henry Schein or its recruiters on the internet may be accessed through Henry Schein's online "career opportunities" portal through this official website. Applicants who wish to seek employment with Henry Schein are advised to verify the job posting through this portal. No money transfers, payments of any kind, or credit card numbers, will EVER be requested from applicants by Henry Schein or any recruiters on its behalf, at any point in the recruitment process.
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Job Overview The PLSS balances transactional sales (consumables, POC testing) with strategic capital placements and provides consultative support around compliance, reimbursement, and lab workflow optimization.
Key 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, Inside Sales Consultants, and Executive Selling Teams to coordinate strategy, maximize wallet share, and expand territory reach.
Build trusted advisor relationships with physicians, lab directors, administrators, and decision‑makers across multiple care settings, including Physician Office Labs, Urgent Care Centers, Large Group Practices, Community Health Centers, and Integrated Delivery Networks.
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 and 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 with a proven record of meeting or exceeding revenue and unit targets.
Excellent communication, presentation, analytical, and problem‑solving capabilities.
Experience selling into physician office labs, urgent care centers, large group practices, and IDNs preferred.
Prior experience collaborating with 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.
General Skills & Competencies
Excellent understanding of industry practices and strong proficiency with tools, systems, and procedures.
Excellent planning, organizational, and independent decision‑making skills.
Outstanding verbal and written communication, presentation, and public‑speaking skills.
Excellent interpersonal and conflict‑resolution skills.
Ability to build partnerships at all levels within the company and resolve complex issues effectively.
Project management, consultative skills, and budget management capabilities.
Specialist in multiple technical and/or business skills and ability to cultivate lasting customer relations.
Work Experience Typically 7 or more years of increasing responsibility and complexity in applicable professional experience.
Preferred Education Typically a Bachelor’s Degree or global equivalent in a related discipline. Master’s degree or global equivalent preferred. May hold two or more industry certifications.
Travel / Physical Demands This position requires extensive travel within the designated territory; minimum 50% travel is not unusual. The role will be working in a home office environment, utilizing typical office equipment.
Seniority Level Associate
Employment Type Full‑time
Job Function & Industries Medical Equipment Manufacturing and Hospitals and Health Care
EEO Statement Henry Schein 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.
Career Opportunities For more information about career opportunities at Henry Schein, please visit our website at: www.henryschein.com/careers
Job Posting Notice Henry Schein has recently been made aware of multiple scams where unauthorized individuals are using Henry Schein's name and logo to solicit potential job seekers for employment. Please be advised that Henry Schein's official U.S. website is www.henryschein.com. Any other format is not genuine. Any jobs posted by Henry Schein or its recruiters on the internet may be accessed through Henry Schein's online "career opportunities" portal through this official website. Applicants who wish to seek employment with Henry Schein are advised to verify the job posting through this portal. No money transfers, payments of any kind, or credit card numbers, will EVER be requested from applicants by Henry Schein or any recruiters on its behalf, at any point in the recruitment process.
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