Physician Lab Sales Specialist - Southwest

Brasseler USA Inc.; Arizona; Hybrid; USD 100,000 - 135,000; Full time

Benefits offered by this job

Bonus eligible

Job summary

Henry Schein is seeking a Physician Lab Sales Specialist to drive CLIA‑waived and moderately complex diagnostic solutions across Arizona, Utah, and Southern Nevada. The role requires residing within the territory and significant travel, including home office work arrangements.

You will promote instrumentation, reagents, consumables, and POC testing while negotiating multi‑year rentals and placements, and collaborating with cross‑functional teams to grow wallet share and improve lab workflows.

Qualifications

• Typically 7+ years of increasing responsibility in relevant field.
• Bachelor's degree or global equivalent required; Master's preferred.
• May hold two or more industry certifications.

Responsibilities

• Drive sales growth by promoting Henry Schein’s exclusive laboratory solutions, including instrumentation, reagents, consumables, and POC testing.
• Deliver strategic account plans focused on revenue, penetration, and retention across specialties.
• Establish multi-year reagent rental agreements and instrument placements in physician labs.
• Collaborate with Field Sales Consultants, Inside Sales Consultants, and Executive Selling Teams to coordinate customer strategy.
• Build trusted advisor relationships with physicians, lab directors, and administrators to uncover opportunities.

Skills

Strategic sales

Account planning

Communication

Analytical thinking

Territory management

Cross-functional collaboration

Closing large deals

CLIA compliance knowledge

Reagent rental models

Education

Bachelor's degree or global equivalent

Master's degree preferred

Industry certifications possible

Job description

JOB OVERVIEW

The assigned territory includes Arizona, Utah, and Southern Nevada. Due to travel requirements, candidates must reside within the territory.

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 to 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.

Equal Employment Opportunity Statement

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.

About Henry Schein

Over 90 years ago Henry Schein borrowed $500 to start a corner pharmacy in Queens, New York, nearly 30 miles from Melville, New York, where our corporate headquarters resides today. In the depths of the Great Depression, Henry and his wife Esther made a bold bet on their future all while living their values of helping health happen and caring for their team and the community they served. Their belief paid off far beyond what Henry and Esther might have dared to imagine in 1932.

Henry Schein is now a Fortune 500 Company powered by a network of people and technology to be the world’s leading provider of health care products, services and solutions to office-based dental and medical practitioners. Since our founding we have stayed true to Henry and Esther’s values which has allowed us to evolve, expand, and grow our Company. Now serving more than 1 million customers in 33 countries and territories, the Company’s network of trusted advisors provides more than 1 million customers globally with more than 300 valued solutions that help improve operational success and clinical outcomes.

We invite you to join approximately 25,000 Team Schein Members, who are critical to our success and are at the core of our Team Schein Values as our founders would have wanted. We live those values by ensuring that our culture focuses on the wellness of our team, which we accomplish by providing a safe space for individuals to develop and contribute authentically, with opportunities to give back to society and the communities where we live and work. No matter the role you are seeking, we encourage you to come be a part of a team that makes the world a healthier place.

Henry Schein embraces diversity and is committed to providing equal opportunity to employees and applicants.

Work Arrangements

• Work From Home: Work is performed directly from the TSM's home office.
• Hybrid: Time is scheduled between working from a TSM home office and at a company facility, as required.
• Onsite: Work is performed exclusively at a company facility.
• Field: Position requires traveling to different locations within a specific geographic territory, as assigned.