医生实验室销售专员 - 北卡罗来纳州
Physician Lab Sales Specialist - North Carolina
职位概述：
Physician Lab Sales Specialist（PLSS）负责将CLIA豁免和中等复杂度的诊断解决方案销售至医生所有实验室、急诊中心、社区健康诊所和专科诊所。除了床旁检测（POC）和豁免测试，该职位还负责推广非豁免设备（血细胞计数、化学/免疫分析、分子平台）及相关的多年试剂租赁协议，适用于具备足够患者基础以支持办公室内扩展检测的医疗机构。PLSS需平衡交易性销售（消耗品、POC检测）与战略性资本投放，并提供关于合规性、报销和实验室流程优化的咨询支持。
主要职责：
- 销售增长与收入创造：
- 通过推广Henry Schein独家实验室解决方案（包括设备、试剂、消耗品和床旁检测）推动销售增长。
- 制定战略客户计划，专注于最大化收入、提升各专科渗透率并保留顶级客户。
- 管理多年试剂租赁协议和设备部署在医生实验室中。与现场销售顾问（FSC）、内部销售顾问（ISC）和执行销售团队（BDE / SGE）合作，协调客户策略，最大化客户支出份额并扩大辖区覆盖范围。
- 客户参与与新业务开发：
- 在多个医疗场所（包括但不限于医生办公室实验室（POLs）、急诊中心、大型团体诊所、社区健康中心、整合式医疗服务网络（IDNs））与医生、实验室主管、管理人员和决策者建立可信赖的顾问关系。
- 进行诊断流程分析，发现升级设备、整合供应商和提高报销潜力的机会。通过数据驱动的拓展方式开拓新客户。
- 市场与竞争洞察：
- 深入了解CLIA监管环境（豁免、中等复杂度和高复杂度检测场景）。
- 监控竞争活动和市场变化，以制定策略并抓住空白市场机会。
- 作为实验室诊断领域的专家，为内部团队提供产品专业知识。
具体知识与技能：
- 具备战略性的、以解决方案为导向的销售方法。有达成或超越收入和单位目标的实证能力。
- 优秀的沟通能力
查看英文原文
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.
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
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Please be advised that Henry Schein's official U.S. website is . Any other format is not genuine. Any jobs posted by Henry Schein or its recruiters on the internet may be accessed through Henry Schein's on-line "career opportunities" portal through this official website. Applicants who wish to seek employment with Henry Schein are advised to verify the job posting through this portal.
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Originally posted on Himalayas