Reference Lab Sales Specialist - Southeast

JOB OVERVIEW:

The Reference Lab Sales Specialist (RLSS) is responsible for driving growth within large, independent, and regional/national reference laboratories. This role requires deep knowledge of moderate and high-complexity CLIA instrumentation, multi-year reagent rental agreements, and enterprise solutions such as chemistry/IA analyzers, molecular systems, and automation platforms. The RLSS manages complex, long-cycle sales processes involving multiple stakeholders, including laboratory directors, procurement executives, and the C-suite.

KEY RESPONSIBILITIES: 

• Sales Growth & Revenue Generation: Drive sales of CLIA-non-waived laboratory instrumentation, reagents, consumables, and diagnostic solutions to reference laboratory customers. Achieve or exceed assigned sales targets and key performance metrics.
• Customer Acquisition & Retention: Develop new business opportunities by prospecting and building strong pipelines within the reference laboratory segment. Strengthen existing relationships by positioning value-added solutions to drive customer loyalty and retention.
• Portfolio Expertise: Serve as a subject matter expert on Henry Schein’s full portfolio of laboratory solutions, including but not limited to Chemistry/IA, hematology, molecular, and toxicology diagnostics. Deliver consultative solutions aligned to customer testing volumes, workflow optimization, and operational needs.
• Market Intelligence & Competitive Positioning: Stay current on market trends, regulatory changes, and competitor offerings within the reference laboratory space. Leverage competitive insights to position Henry Schein’s exclusive products and solutions for maximum differentiation.
• Strategic Account Management: Develop and execute territory business plans designed to expand Henry Schein’s presence in key reference laboratory accounts. Utilize CRM and analytics tools to track pipeline activity, forecast accurately, and monitor performance.

SPECIFIC KNOWLEDGE & SKILLS: 

• Demonstrated ability to close multi-million dollar enterprise contracts and manage multi-year revenue responsibility.
• Experience selling high-complexity instrumentation, automation solutions, and molecular platforms.
• Excellent consultative selling skills with the ability to engage laboratory decision-makers and C-level executives.
• Ability to navigate RFP and procurement processes.
• Strong understanding of reference laboratory operations, workflows, and procurement processes.
• Familiarity with molecular diagnostics, chemistry/IA, hematology, and other high-complexity testing solutions.
• Knowledge of CLIA regulations, reimbursement dynamics, and laboratory accreditation standards.

GENERAL SKILLS & COMPETENCIES: 

• Actively use a wide-range of unique professional skills; expert understanding of industry practices
• Excellent proficiency with tools, systems, and procedures
• Outstanding planning/organizational skills and techniques
• Outstanding independent decision making, analysis and problem solving skills
• Outstanding verbal and written communication skills
• Outstanding presentation and public speaking skills
• Outstanding interpersonal skills
• Outstanding conflict resolution skills and ability to deliver difficult messages
• Strong ability to build partnerships at all levels within the company
• Strong negotiating skills
• Resolve complex issues in effective ways
• Project management, consultative skills and ability to manage a budget
• Expert in multiple technical and/or business skills
• Ability to cultivate and develop lasting internal and external customer relations

MINIMUM WORK EXPERIENCE: 

Typically 10 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 territory for this position includes Florida, Georgia, Alabama, & Mississippi. The candidate must live within the territory; Florida-based candidates are preferred.

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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