Physician Lab Sales Specialist

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 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. - Manage 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. Customer Engagement & New Business Development: - Build trusted advisor relationships with physicians, lab directors, administrators, and decision-makers across multiple care settings, including Physician Office Labs (POLs), Urgent Care Centers, Large Group Practices, Community Health Centers, and 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. - 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.