Laboratory Solutions Specialist (LSS)

McKesson • Usa, TX

5d • Onsite

About The Position

McKesson is hiring a Laboratory Solutions Specialist (LSS) to serve as the laboratory sales expert for its Ambulatory Care field sales organization in the Houston, Texas market. This field-based position supports Account Executives and customers by assessing laboratory environments, identifying opportunities, recommending equipment and solutions, and communicating their clinical, operational, and economic value. The specialist partners throughout the sales process to advance opportunities and close business, and works with Diagnostic Sales Consultants, Lab Field Vice Presidents, Account Managers, Sales Leadership, and supplier partners to grow McKesson’s laboratory portfolio.

The role focuses on laboratory equipment sales, particularly immunoassay, chemistry, and hematology solutions, as well as reagents, consumables, and menu expansion. The specialist builds trusted relationships with customers and internal sales partners, provides guidance on lab setup, regulatory considerations, and product classifications, and supports instrumentation implementation, installation, and customer acceptance. The position also includes training and supporting Account Executives and other partners.

This is a field-based role for someone who resides in Houston or within approximately 50 miles of the city and can travel regularly throughout the assigned territory. Work takes place in a home office and customer locations, including computer-based work, walking, and standing. Compensation includes a base salary of $130,000–$140,000, target sales incentive of $60,000, and a company vehicle with fuel card or a monthly auto allowance of $668. The posting also lists a total target cash pay range of $149,600–$249,400.

Requirements

• At least 4 years of relevant experience.
• At least 4 years of B2B field sales experience.
• At least 2 years of experience selling laboratory equipment, including immunoassay products or solutions.
• Experience selling in chemistry, hematology, and immunoassay environments.
• Working knowledge of laboratory distribution and key industry participants.
• Ability to identify customer needs and translate technical laboratory expertise into effective sales solutions.
• Proven ability to build strong relationships with customers and internal sales partners.
• Ability to influence, train, and collaborate across teams.
• Must reside in Houston, Texas, or within approximately 50 miles of Houston, and be able to travel regularly throughout the assigned territory.
• Valid driver’s license and acceptable driving record. A 7-year Motor Vehicle Record check will be conducted during pre-employment screening, with ongoing requirements through McKesson’s Auto Program.

Nice To Haves

• 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 collaborating with generalist field sales representatives or Account Executives in a specialist or overlay sales model.

Responsibilities

• Serve as the laboratory subject-matter expert throughout the sales process, uncovering opportunities and helping move them toward a successful close.
• Identify capital equipment opportunities and laboratory needs within customer accounts.
• Drive sales of laboratory equipment, especially immunoassay, chemistry, and hematology solutions, and meet or exceed goals for equipment, reagents, consumables, and related solutions.
• Identify opportunities for menu expansion and continued growth after equipment placement.
• Build trusted relationships with Ambulatory Care Account Executives and serve as their laboratory resource.
• Join Account Executives in customer conversations when specialized laboratory expertise is needed.
• Help sales partners recognize laboratory opportunities and determine strategies for pursuing them.
• Collaborate throughout the sales process to advance opportunities and close business.
• Position McKesson Laboratory Solutions using knowledge of laboratory distribution, instrumentation, and competitive market dynamics.
• Explain 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 with clinical users, business decision-makers, and other stakeholders.
• Develop customer relationships and provide knowledgeable support through sales and implementation.
• Collaborate with internal teams and supplier partners to prioritize opportunities and align solutions with customer needs.
• Provide guidance on laboratory setup, regulatory considerations, and product classifications.
• Support new instrumentation implementation, installation, and customer acceptance.
• Manage a field territory and multiple opportunities at different stages of the sales cycle.
• Maintain accurate sales activity, opportunity, and customer records, and prioritize opportunities by customer need, sales potential, and strategic value.
• Stay current on laboratory industry trends, technology, products, and compliance standards.
• Provide training and support to Account Executives and other partners on laboratory products, applications, and sales opportunities.

Benefits

• 16 days of paid time off.
• 5 additional personal holidays.
• 7 fixed company-observed holidays.
• Company-matched 401(k).
• Comprehensive health and wellness benefits.
• Company vehicle with fuel card or monthly auto allowance of $668.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed