Sales Representative - Laboratory Diagnostic Instrument Specialist

Cardinal Health•OH-Ohio-FIELD, OH

21h•$134,500 - $164,300

About The Position

Cardinal Health’s Global Medical Products and Distribution segment supports U.S. and international products and distribution businesses, offering medical products and expertise to help customers meet value-driven healthcare needs. Its Clinical Laboratory Products and Services team supports hospital, reference, government, and non-acute care laboratories. The Lab Diagnostic Sales Specialist manages sales of capital equipment used in clinical laboratories across an assigned territory covering Ohio, West Virginia, Michigan, Indiana, Kentucky, and Tennessee. The role develops opportunities and manages the sales process from lead generation and financial modeling through system sales, collaborating with manufacturer partners and other sales representatives. The specialist provides technical expertise, helps customers achieve business and technical goals, and presents laboratory solutions intended to improve workflow efficiency, test accuracy, and patient outcomes. The position requires travel within the territory, including an active in-person presence, and travel of up to 75% of the time.

Requirements

Bachelor’s degree or relevant experience preferred.
Laboratory industry sales experience, particularly selling capital or laboratory equipment to hospitals and reference laboratories, strongly preferred.
Functional understanding of laboratory workflow and processes.
Experience in complex sales environments with demonstrated success.
Successful negotiation, strategic planning, and organizational skills.
Ability to multitask and manage a sales process with competing priorities.
Entrepreneurial spirit, strong business acumen, and interest in complex sales processes.
Strong communication and listening skills.
Ability to travel up to 75% of the time.
Valid driver’s license issued in one of the 50 states and a clean driving record.
Experience with Microsoft applications, including Excel, and aptitude for business tools such as Salesforce.
Customer/vendor credentialing is required and may include vaccinations.

Nice To Haves

Sales experience in the laboratory industry, especially selling capital equipment or laboratory equipment into hospitals and reference laboratories.
Bachelor’s degree or relevant experience.

Responsibilities

Identify and qualify new sales opportunities and develop plans to introduce solutions in collaboration with manufacturers and Lab Product Representatives.
Execute business opportunities and maintain a robust pipeline across the diagnostic instrumentation portfolio.
Manage the end-to-end capital equipment sales process in clinical laboratories, including lead generation, financial modeling, and collaboration with manufacturer partners to close system sales in chemistry, immunology, histology, microbiology, hematology, and molecular diagnostics.
Provide competitive differentiation, demonstrate value in customer solutions, and deliver in-depth technical expertise.
Assist customers in achieving defined business and technical goals, including pre- and post-analysis review.
Deliver tailored presentations using outcomes from process analyses; conduct system demonstrations, presentations, road shows, and site visits as applicable.
Apply knowledge of customer businesses and laboratory instrumentation to present solutions that improve workflow efficiency, test accuracy, and patient outcomes.
Negotiate and collaborate with customers, supplier partners, and internal constituents to build support for mutually beneficial outcomes and reach consensus.
Build and sustain trusting relationships with internal and external customers and support customer satisfaction and loyalty.
Complete administrative tasks and training, including expense reports, pipeline updates, accurate SFDC records, and market feedback.
Attend and participate in sales meetings, training programs, conventions, and trade shows as directed.
Meet and maintain requirements of key vendor credentialing entities.
Maintain knowledge of the industry and competitive landscape, including GPOs, healthcare economics, reimbursement, competitors, and competing products.
Travel within the assigned region and maintain an active, in-person presence.