Sales Representative - Laboratory Diagnostic Instrument Specialist

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

Benefits offered by this job

Medical, dental and vision coverage

401k savings plan

Paid time off

Health savings account (HSA)

Flexible spending accounts (FSAs)

Disability coverage

Work-Life resources

Paid parental leave

Job summary

Cardinal Health is seeking a Lab Diagnostic Sales Specialist to manage capital equipment sales in clinical laboratories across the Northeast region, including RI, MA, NH, VT, NYC, NJ, CT. You will lead lead generation, financial modeling, and close system sales with manufacturer partners in chemistry, immunology, histology, microbiology, hematology, and molecular diagnostics.

The role emphasizes pipeline growth, strategic presentations, and end-to-end deal management.

Qualifications

• Bachelor's degree or relevant experience preferred.
• Sales experience in the laboratory industry or capital equipment is highly valued.
• Understanding of laboratory workflow and processes is important.
• Experience selling in complex environments with a track record of success.
• Strong negotiation, planning and organizational skills are required.
• Ability to multi-task and manage multiple priorities in sales.
• Entrepreneurial spirit and solid business acumen.
• Excellent communication and listening skills.
• Ability to travel up to 75% of the time and hold a valid state driver's license.
• Proficiency with Microsoft applications (Excel) and Salesforce.
• Customer/vendor credentialing may be required.

Responsibilities

• Identify and qualify new sales opportunities and develop plans with manufacturers and Lab Product Reps.
• Maintain a robust pipeline across the diagnostic instrumentation portfolio.
• Manage end-to-end sales process for capital equipment within the clinical lab.
• Provide competitive differentiation and technical expertise to customers.
• Assist customers in achieving defined business and technical goals including post-analysis reviews.
• Deliver tailored presentations and conduct system demonstrations and site visits.
• Apply knowledge of the customer’s workflow to improve lab efficiency and outcomes.
• Negotiate with customers and partners to reach mutually beneficial outcomes.
• Build relationships founded on trust and ensure customer satisfaction.
• Complete administrative tasks including expense reports, pipeline tracking, and SFDC updates.
• Attend sales meetings, training, conventions and trade shows.
• Meet vendor credentialing requirements and stay aware of industry landscape.
• Travel within assigned region and maintain an active in-person presence.

Skills

Sales Experience

Lab Equipment

Workflow Knowledge

Complex Sales

Negotiation Skills

Planning & Organization

Communication Skills

Travel 75%

Driver's License

Excel & Salesforce

Credentialing

Education

Bachelor's degree or relevant experience

Tools

Microsoft Excel

Salesforce

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.

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

Bonus eligible: Yes

Benefits

Cardinal Health offers a wide variety of benefits and programs to support health and well-being.

• 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

Application window anticipated to close: 10/25/2026

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New York City Metro Area

Candidates who are back-to-work, people with disabilities, without a college degree, and Veterans are encouraged to apply.

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/Affirmative Action 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.