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: Demonstrate