Laboratory Solutions Specialist (LSS)

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Join McKesson and bring your laboratory expertise to a sales role where you can make an impact!

McKesson's Lab Solutions team is growing, and we're looking for a Laboratory Solutions Specialist (LSS) who knows the lab business, understands the science behind the solutions, and knows how to turn that expertise into sales success.

This is an exciting opportunity for an experienced laboratory sales professional who enjoys being the subject-matter expert customers and sales partners rely on. You'll work alongside McKesson's Ambulatory Care field sales team, helping identify laboratory opportunities, recommend the right equipment and solutions, and provide the expertise needed to move opportunities forward and ultimately help close the sale.

We're particularly interested in candidates with hands-on sales experience in immunoassay products and laboratory equipment, along with the ability to build trusted relationships with customers and internal sales partners.

Position Summary

The Laboratory Solutions Specialist serves as the laboratory sales expert supporting McKesson's Ambulatory Care field sales organization. Account Executives bring the LSS into customer opportunities when specialized laboratory expertise is needed. From there, you'll help assess the customer's current lab environment, uncover opportunities, recommend solutions, demonstrate clinical, operational, and economic value, and partner with the Account Executive throughout the sales process.

Success in this role requires more than strong laboratory knowledge. You'll need to earn the trust of the field Account Executives who depend on you as their lab expert, while also building credibility with customers and guiding them through complex equipment and solution decisions.

You'll partner with Diagnostic Sales Consultants, Lab Field Vice Presidents, Account Managers, Sales Leadership, and key supplier partners to grow McKesson's laboratory portfolio. You'll also support successful implementation of new instrumentation and help drive continued growth through menu expansion, reagents, and consumables.

This is a field-based role supporting the Houston, Texas market. Because proximity to customers and field sales partners is important to success in this position, we are specifically seeking candidates who:

• Reside in Houston, Texas, or
• Live within approximately a 50-mile radius of Houston.

Candidates should be comfortable with regular travel throughout the assigned territory to meet with customers and partner with McKesson's field sales organization.

Compensation & Benefits

We believe strong performance should be rewarded. This position offers a competitive compensation package along with benefits designed to support your health, financial well-being, and time away from work.

• Base Salary: $130,000-$140,000
• Target Sales Incentive: $60,000
• Auto Program: Company vehicle with fuel card or a monthly auto allowance of $668
• Paid Time Off: 16 days of PTO
• Personal Holidays: 5 additional personal holidays
• Company Holidays: 7 fixed, company-observed calendar holidays
• 401(k): Company-matched 401(k)
• Health & Wellness: Comprehensive health and wellness benefits

Key Responsibilities

1. Drive Laboratory Sales & Deliver Results

• Serve as the laboratory subject-matter expert throughout the sales process, helping uncover opportunities and move them toward successful close.
• Identify capital equipment opportunities and laboratory needs within customer accounts.
• Drive sales of laboratory equipment, with particular emphasis on immunoassay, chemistry, and hematology solutions.
• Meet or exceed sales goals for capital equipment, reagents, consumables, and related laboratory solutions.
• Identify opportunities for menu expansion and continued growth following equipment placement.

2. Partner with the Ambulatory Care Field Sales Team

• Build strong, trusted relationships with McKesson's Ambulatory Care Account Executives and serve as their go-to resource for laboratory opportunities.
• Join Account Executives in customer conversations when specialized lab expertise is needed.
• Help sales partners recognize potential laboratory opportunities within their accounts and determine the appropriate strategy for pursuing them.
• Collaborate throughout the sales process to help advance opportunities and close business.

3. Strategic & Consultative Selling

• Strategically position McKesson Laboratory Solutions using a strong understanding of laboratory distribution, instrumentation, and competitive market dynamics.
• Articulate the clinical, operational, and economic value of McKesson's laboratory product portfolio.
• Assess customer needs and recommend appropriate laboratory equipment, products, and solutions.
• Navigate complex sales conversations involving clinical users, business decision-makers, and other stakeholders.

4. Customer & Supplier Collaboration

• Develop trusted relationships with customers and serve as a knowledgeable resource throughout the sales and implementation process.
• Collaborate with internal teams and supplier partners to prioritize opportunities and align solutions with customer needs.
• Provide guidance on lab setup, regulatory considerations, and product classifications.
• Support new instrumentation implementation, installation, and customer acceptance.

5. Territory & Opportunity Management

• Effectively manage a dynamic field territory and multiple sales opportunities at varying stages of the sales cycle.
• Maintain accurate sales activity, opportunity, and customer records.
• Prioritize opportunities based on customer need, sales potential, and strategic value.

6. Continuous Learning & Leadership

• Stay current on laboratory industry trends, technology, products, and compliance standards.
• Serve as a trusted resource for internal and external stakeholders.
• Provide training and support to Account Executives and other partners on laboratory products, applications, and sales opportunities.

Minimum Requirements

• 4+ years of relevant experience.
• Valid driver's license and acceptable driving record.
• A 7-year Motor Vehicle Record (MVR) check will be conducted during pre-employment screening, with ongoing requirements through McKesson's Auto Program.

Required Basic Skills

• Must reside in Houston, Texas, or within approximately 50 miles of Houston and be able to travel regularly throughout the assigned territory.
• 4+ years of B2B field sales experience.
• 2+ years of experience selling laboratory equipment, including immunoassay products/solutions.
• Experience selling within chemistry, hematology, and immunoassay environments.
• Working knowledge of laboratory distribution and key industry participants.
• Demonstrated ability to identify customer needs and translate technical laboratory expertise into effective sales solutions.
• Proven ability to build strong relationships with both customers and internal sales partners.
• Ability to influence, train, and collaborate across teams.

Additional Preferred Skills

• Experience with CLIA-waived and non-waived products.
• Strong knowledge of laboratory products and their clinical applications.
• Familiarity with CPT codes and reimbursement processes.
• Understanding of CLIA-waived and non-waived product classifications.
• Experience working collaboratively with generalist field sales representatives or Account Executives in a specialist/overlay sales model.

Working Conditions/Environment

• Home office and customer locations, including computer-based work.
• Walking and standing within customer locations.
• Regular travel throughout the assigned Houston-area territory.

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