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 and retaining top-tier customers. - Customer Engagement: Build trusted advisor relationships with physicians, lab directors, and administrators across multiple care settings, including Physician Office Labs (POLs), Urgent Care Centers, and Integrated Delivery Networks (IDNs). - Workflow Analysis: Conduct diagnostic workflow analyses to uncover opportunities for upgrading instrumentation, consolidating vendors, and improving reimbursement potential. - Market Insight: Maintain deep knowledge of the CLIA regulatory landscape and monitor competitive activity to capitalize on white-space opportunities. SPECIFIC KNOWLEDGE & SKILLS: - Strategic, solution-oriented sales approach with a demonstrated ability to exceed revenue targets. - Excellent communication and presentation skills with strong analytical and problem-solving capabilities. - Experience selling into physician office labs, urgent care centers, and IDNs preferred. - Proven ability to close both transactional consumables sales and longer-cycle moderate complexity placements. - Familiarity with reagent rental models, CLIA compliance, and reimbursement frameworks. GENERAL SKILLS & COMPETENCIES: - Strong proficiency with tools, systems, and procedures. - Excellent planning/organizational skills and independent decision-making. - Ability to build partnerships at all levels and manage a budget. WORK EXPERIENCE & EDUCATION: - Typically 7 or more years of increasing responsibility in applicable professional experience. - Typically a Bachelor's Degree or global equivalent in related discipline; Master's degree preferred. TRAVEL / PHYSICAL DEMANDS: - This position requires extensive travel (minimum 50%) within the designated territory (Maryland, Washington, D.C., Virginia, and West Virginia).