Sales Representative - Laboratory Diagnostic Instrument Specialist

Cardinal Health; Connecticut; On-site; USD 140,000 - 162,000; Full time

Benefits offered by this job

Medical, dental and vision coverage

401k savings plan

PTO

Job summary

Cardinal Health’s Lab Diagnostic Sales Specialist role focuses on managing the sales process of capital equipment in clinical laboratories across the Northeast region, including lead generation, financial modeling, and collaboration with manufacturer partners to close system sales in chemistry, immunology, histology, microbiology, hematology, and molecular diagnostics.

The position requires the ability to travel up to 75% of the time, build robust pipelines, deliver tailored presentations, and

Qualifications

• Bachelor's degree or relevant experience preferred.
• Sales experience in Laboratory industry, selling capital equipment or laboratory equipment into hospitals and reference laboratories strongly preferred.
• Functional understanding of Laboratory workflow and process.
• Experience working in complex sales environments with demonstrated success.
• Successful negotiation, strategic planning, and organizational skills.
• Strong ability to multi-task and manage the sales process with many competing priorities.
• Entrepreneurial spirit, strong business acumen, and a desire to conquer complex sales processes.
• Strong communication & listening skills.
• Ability to travel up to 75% of the time.
• A valid driver's license issued in one of the 50 States with a clean driving record.
• Experience working with Microsoft applications (excel) and aptitude to use various business tools (i.e. salesforce).
• Customer/vendor credentialing is required (this may include vaccinations).

Responsibilities

• Identify and qualify new sales opportunities and develop plans for introducing new solutions through collaborative relationships with manufacturers and Lab Product Representatives.
• Execute on business opportunities and maintain a robust pipeline across the diagnostic instrumentation portfolio.
• Manage the end-end sales process of capital equipment in the clinical laboratory to include lead generation, financial modeling, working closely with our manufacturer partners to close system sales in chemistry, immunology, histology, microbiology, hematology, and molecular diagnostics within assigned region.
• Effectively provide competitive differentiation and value to the overall customer solution.
• Provide in-depth technical expertise. Assist customers in achieving defined business and technical goals.
• Deliver tailored presentations specific to customer needs incorporating the outcome data from the various process analysis.
• Conduct system demonstrations & presentations where applicable, Road Shows, Site Visits, etc.
• Applies knowledge of the customer’s business and laboratory instrumentation portfolio to present solutions that improve lab workflow efficiency, test accuracy and patient outcomes.
• Effectively negotiates and collaborates with the customer, supplier partners and internal constituents to influence support for mutually beneficial outcomes and achieve consensus.
• Build and sustain relationships founded on trust with internal and external customers and ensures customer satisfaction and loyalty.
• Complete all administrative tasks & training including expense reports, pipeline, maintain accurate SFDC records, market feedback, etc.
• Attend and participate in sales meetings, training programs, conventions, and trade shows as directed.
• Meet and maintain the requirements of all key vendor credentialing entities.
• Maintain knowledge of the current industry / competitive landscape including, GPOs, healthcare economics, reimbursement, competitors and competitive products etc.
• Travel within assigned region. Maintain active, in-person presence.

Skills

Sales in labs

capital equipment

lab workflow

negotiation

CRM tools

Education

Bachelor's degree or relevant experience

Tools

Salesforce

Excel

Job description

Cardinal Health’s Global Medical Products and Distribution ("GMPD") segment, focuses on U.S. and International Products and Distribution businesses. We offer industry expertise and an expanding portfolio of safe, effective medical products that improve quality, manage costs and reduce complexity. With our trusted regulatory experience, insights, and infrastructure, we help manufacture and source medical products that meet the demand for value-driven, comprehensive healthcare solutions. Job Summary: As diagnostic testing continues to advance, Cardinal Health Clinical Laboratory Products and Services is evolving to support the needs of hospital labs, reference labs, government labs and labs in non-acute care settings. Our commitment to supply chain resiliency enables us to navigate global supply challenges to deliver the products where and when our customers need them.

The Lab Diagnostic Sales Specialist is responsible for managing the sales process of capital equipment in the clinical laboratory to include lead generation, financial modeling, working closely with our manufacturer partners to close system sales in chemistry, immunology, histology, microbiology, hematology, and molecular diagnostics within assigned region territory. Territory: Northeast US (MA, NH, VT, NYC, RI, NJ, CT).

Responsibilities

• Identify and qualify new sales opportunities and develop plans for introducing new solutions through collaborative relationships with manufacturers and Lab Product Representatives.
• Execute on business opportunities and maintain a robust pipeline across the diagnostic instrumentation portfolio.
• Manage the end-end sales process of capital equipment in the clinical laboratory to include lead generation, financial modeling, working closely with our manufacturer partners to close system sales in chemistry, immunology, histology, microbiology, hematology, and molecular diagnostics within assigned region.
• Effectively provide competitive differentiation and value to the overall customer solution.
• Provide in-depth technical expertise. Assist customers in achieving defined business and technical goals. These responsibilities will include pre & post analysis review.
• Deliver tailored presentations specific to customer needs incorporating the outcome data from the various process analysis. Conduct system demonstrations & presentations where applicable, Road Shows, Site Visits, etc.
• Applies knowledge of the customer’s business and laboratory instrumentation portfolio to present solutions that improve lab workflow efficiency, test accuracy and patient outcomes.
• Effectively negotiates and collaborates with the customer, supplier partners and internal constituents to influence support for mutually beneficial outcomes and achieve consensus.
• Build and sustain relationships founded on trust with internal and external customers and ensures customer satisfaction and loyalty.
• Complete all administrative tasks & training including expense reports, pipeline, maintain accurate SFDC records, market feedback, etc.
• Attend and participate in sales meetings, training programs, conventions, and trade shows as directed.
• Meet and maintain the requirements of all key vendor credentialing entities.
• Maintain knowledge of the current industry / competitive landscape including, GPOs, healthcare economics, reimbursement, competitors and competitive products etc.
• Travel within assigned region. Maintain active, in-person presence.

Qualifications

• Bachelor's degree or relevant experience preferred
• Sales Experience in Laboratory industry, selling capital equipment or laboratory equipment into hospitals and reference laboratories strongly preferred
• Functional understanding of Laboratory workflow and process
• Experience working in complex sales environments with demonstrated success
• Successful negotiation, strategic planning, and organizational skills
• Strong ability to multi-task and manage the sales process with many competing priorities
• Entrepreneurial spirit, strong business acumen, and a desire to conquer complex sales processes
• Strong communication & listening skills
• Ability to travel up to 75% of the time
• A valid driver's license issued in one of the 50 States with a clean driving record
• Experience working with Microsoft applications (excel) and aptitude to use various business tools (i.e. salesforce)
• Customer/vendor credentialing is required (this may include vaccinations)

More details will be provided if you are selected for an interview.

Benefits

• Medical, dental and vision coverage
• Paid time off plan
• Health savings account (HSA)
• 401k savings plan
• Access to wages before pay day with myFlexPay
• Flexible spending accounts (FSAs)
• Short- and long-term disability coverage
• Work-Life resources
• Paid parental leave
• Healthy lifestyle programs

Anticipated pay range: $140,200 - $161,660 (includes targeted variable pay)

Bonus eligible: Yes

Application window anticipated to close: 10/25/2026

The salary range listed is an estimate. Pay at Cardinal Health is determined by multiple factors including, but not limited to, a candidate’s geographical location, relevant education, experience and skills and an evaluation of internal pay equity.

Cardinal Health supports an inclusive workplace that values diversity of thought, experience and background. We celebrate the power of our differences to create better solutions for our customers by ensuring employees can be their authentic selves each day.

Cardinal Health is an Equal Opportunity employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, ancestry, age, physical or mental disability, sex, sexual orientation, gender identity/expression, pregnancy, veteran status, marital status, creed, status with regard to public assistance, genetic status or any other status protected by federal, state or local law.

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Headquartered in Dublin, Ohio, Cardinal Health, Inc. (NYSE: CAH) is a distributor of pharmaceuticals, a global manufacturer and distributor of medical and laboratory products, and a provider of performance and data solutions for healthcare facilities. We are a crucial link between the clinical and operational sides of healthcare, delivering end‑to‑end solutions and data‑driving insights that advance healthcare and improve lives every day. With deep partnerships, diverse perspectives and innovative digital solutions, we build connections across the continuum of care. With more than 50 years of experience, we seize the opportunity to address healthcare's most complicated challenges — now, and in the future.

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