Where the Growth Is: Sales Opportunities Across Diagnostic Testing Segments in 2025

The diagnostic testing industry is expanding across multiple segments, each with unique growth drivers and commercial needs. While oncology diagnostics—especially minimal residual disease (MRD) testing—is generating the most buzz right now, other areas such as infectious disease, molecular testing, and point-of-care diagnostics are also creating strong opportunities for companies and sales professionals.

At Connexis Search Group, we recruit sales reps across all of these markets—and we’ve seen firsthand where the momentum is strongest in 2025.

Minimal residual disease (MRD) testing—enabled by liquid biopsy and circulating tumor DNA (ctDNA) detection—is transforming cancer monitoring. This segment is projected to grow from ~$2.2 B in 2023 to over $6 B by the early 2030s, with ~12% annual growth.

Leading companies and their MRD offerings (ordered by commercial release timing):

1. Adaptive Biotechnologies – clonoSEQ for hematologic cancers (FDA-cleared 2018; expanding into solid tumor MRD)

2. Natera – Signatera assay (commercially launched 2019; ongoing development of tissue-free assay with AstraZeneca)

3. Guardant Health – Reveal (launched 2021 for colorectal MRD) and Shield (FDA-approved screening test 2023)

4. NeoGenomics – RaDaR® ctDNA MRD assay for solid tumors + high-sensitivity flow cytometry MRD panels (commercial launch 2023; expanding coverage 2025)

5. Quest Diagnostics – Acquired Haystack Oncology in 2023; embedding tumor-informed MRD platform into clinical services 2024

6. Caris Life Sciences – Caris Assure® liquid biopsy platform validated for MRD, early detection, and therapy selection (clinical release 2024)

7. Exact Sciences – Oncodetect MRD launched April 2025

8. Saga Diagnostics – Multi cancer MRD platform in development; early breast cancer coverage secured, commercial release pending

9. Foresight Diagnostics – Tumor-informed MRD in development with QIAGEN; not yet commercially released

Why Relationships Matter

In oncology sales, relationships drive access. Reps without established oncologist networks can wait six months or more to get on their calendars. That’s why companies prioritize hiring experienced oncology reps with existing relationships.

Strategies to Combat the Talent Shortage

While the number of experienced oncology reps is limited, companies can use these strategies to stay competitive:

1️⃣ Build an Early Talent Pipeline With Performance Development

• Several leading companies are actively hiring junior account managers as a way to develop future oncology sales reps.
• Tempus Diagnostics, Guardant Health, and Caris Life Sciences are among the companies using this approach.

2️⃣ Recruit from Adjacent Specialties

• Some top oncology hires come from related high-science selling environments like immunology, hematology, or molecular diagnostics.
• Another overlooked source: pathologist-facing reps.

• Pathologists often advise oncologists on which tests to order.

• Reps with strong pathologist relationships can be introduced to oncologists, creating a warm entry point into territories that would otherwise take months to penetrate.
  • These candidates bring credible relationships and can quickly become effective oncology sellers with the right product training.

3️⃣ Competitive Compensation & Acceleration Plans

• Top performers are often locked in by golden handcuffs at their current company.
• Offering accelerated commission plans, sign-on incentives, or shortened ramp periods can make your opportunity more attractive—sometimes luring stronger performers away from competitors.

4️⃣ Strong Operations & Test Reliability

• The best sales reps want confidence that the tests they sell are accurate, specific, and backed by a smooth operational process.
• They look for:

• Quick turnaround times for results

• Minimal errors (e.g., no lost samples)

• A streamlined lab process that supports credibility in the field
  • A strong operational foundation can be a deciding factor for attracting and retaining top reps.

The Connexis Solution

We help companies balance immediate impact and future growth:
• Experienced oncology reps who can deliver results now
• Account managers who can be developed into future territory owners
• Comp structures and operational insights that help secure high-caliber reps in a competitive market

 Infectious Disease Diagnostics – A Stable Core 

Infectious disease testing remains a steady revenue driver for diagnostics companies.
• Next Generation Sequencing (NGS) is increasingly being used in pathogen detection, antimicrobial resistance testing, and outbreak tracking.
• PCR-based tests and rapid detection systems are still foundational in hospital and reference lab workflows.
• Sales professionals with lab connections and experience in diagnostic workflows are in consistent demand.
• While growth is not as rapid as oncology, the market stability makes this a dependable career space for both companies and sales reps.

Molecular & Core Clinical Diagnostics – Broad, Steady Demand

Molecular diagnostics beyond oncology and infectious disease continues to grow steadily.
• Applications span multiple therapeutic areas, creating a broad customer base.
• Companies need reps who can navigate multiple testing lines within complex lab environments.
• Sales reps with versatility—able to speak to pathologists, lab directors, clinicians, and purchasing teams—are especially valued.

Point-of-Care Diagnostics & Laboratory-Developed Tests (LDTs) – Niche but Expanding

Point-of-care (POC) testing is gaining traction in primary care, urgent care, and decentralized healthcare settings.
• Reps with experience in instrument adoption and decentralized provider sales are seeing opportunities increase.
• Laboratory-developed tests (LDTs), while more specialized, offer niche opportunities for reps who excel in relationship-driven sales with specialty labs.

From high-growth oncology to steady infectious disease and molecular testing to the emerging POC market, the demand for skilled sales professionals in diagnostics is broad and steady.

For companies, it means there’s competition for the best commercial talent. For sales reps, it means there’s opportunity—whether you’re looking to move into a fast-growth segment or establish yourself in a stable, long-term market.

At Connexis Search Group, we connect leading diagnostic testing companies with the top sales professionals who can drive growth.