Physician Lab Sales Specialist - Northern CA / Northern NV

Physician Lab Sales Specialist (PLSS)

This role covers Northern California, Northern Nevada, Southern Idaho, and portions of Wyoming. The ideal candidate will be based in either Northern California (specifically the Bay Area) or the Reno, NV region.

Job Overview :

The Physician Lab Sales Specialist (PLSS) is responsible for driving sales of CLIA-waived and moderately complex diagnostic solutions into physician-owned laboratories, urgent care centers, community health clinics, and specialty practices. In addition to Point of Care (POC) and waived testing, the role includes responsibility for positioning non-waived instrumentation (CBC, chemistry / IA, molecular platforms) and associated multi-year reagent rental agreements for practices with the patient base to support expanded in-office testing. 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 :

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.

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

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

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.

Travel / Physical Demands :

This position requires extensive travel within the designated territory. (Minimum 50% travel is not unusual) This position will be working in a home office environment, utilizing typical office equipment.

The posted range for this position is $100,000 - $135,000 which is the expected starting base salary range for an employee who is new to the role to fully proficient in the role. Many factors go into determining employee pay within the posted range including education, prior experience, training, current skills, certifications, location / labor market, internal equity, etc.

At the time of this posting, this position is eligible for a bonus not reflected in the posted range subject to the achievement of the plan.