Physician Lab Sales Specialist - IL, IN, WI & MN

Henry Schein; Wisconsin; Hybrid; USD 100,000 - 135,000; Full time

Benefits offered by this job

Medical, Dental, Vision

401K with match

PTO

Job summary

Henry Schein is seeking a Physician Lab Sales Specialist to drive CLIA-waived and moderate-complexity diagnostics into physician labs, urgent care centers, and community clinics. You will promote POC testing, instrument placements, and multi-year reagent rentals while optimizing lab workflows.

The role requires building trusted advisor relationships with physicians, lab directors, and administrators across POLs, IDNs, and large group practices in a multi-state territory.

Qualifications

• This role requires a Bachelor's degree or global equivalent in a related discipline.
• May hold two or more industry certifications.

Responsibilities

• Drive sales growth of laboratory solutions to physician labs, urgent care centers, and IDNs.
• Build trusted relationships with physicians and lab staff across multiple care settings.
• Develop strategic account plans and coordinate with FSCs/ISCs/SGE to maximize wallet share.

Skills

Strategic sales

Communication

Analytical skills

POLs experience

Territory growth

Quota attainment

Reagent rentals

CLIA compliance

Education

Bachelor's degree

Job description

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.

LOCATION

Ideally based in Chicago, IL. Candidates in Milwaukee, Indianapolis, Minneapolis, or other major markets within this territory will also be considered.

Territory

Illinois, Wisconsin, Indiana, and Minnesota

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 waysProject 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.

Laboratory or medical equipment sales experience preferred; Med Tech experience will also be considered.

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 be 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.
• Other benefits available include: Medical, Dental, and Vision Coverage, 401K Plan with Company Match, PTO, Paid Parental Leave, Income Protection, Work Life Assistance Program, Flexible Spending Accounts, Educational Benefits, Worldwide Scholarship Program and Volunteer Opportunities.

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.

For more information about career opportunities at Henry Schein, please visit our website at: www.henryschein.com/careers

Fraud Alert

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