Senior Consultant, Lab Diagnostic Instrumentation

Cardinal Health•Washington, DC

8d•$106,700 - $150,100•Remote

About The Position

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 Senior Consultant, Lab Diagnostic Instrumentation will report directly to the East Region Vice President of Laboratory Products and Distribution. Collaboratively with the RVP they will develop and manage the East/West zone sales strategy for capital equipment in the clinical laboratory to achieve business unit objectives. They will work with region directors helping to drive lead generation, assist with financial modeling, and act as an escalation point with our manufacturer partners to close system sales across our capital equipment portfolio within their assigned zone. They will establish and maintain regular cadence with instrumentation supplier leadership, ensuring strategic alignment and execution of mutual objectives. Additionally, they will act as the East/West zone diagnostic specialist field sales trainer driving education and standardization across the DS team, and will be regularly consulted by the product marketing team on portfolio strategies and market insights. Territory: Eastern United States

Requirements

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.

Responsibilities

Assist with development of zone capital equipment sales strategy and accountable for uniform execution and performance of sales strategy throughout the zone.
Collaborate regularly with Region Directors, driving standardization, compliance, best practices for co-selling between Core Lab Reps and Diagnostic Specialists, and financial deal modeling
Manage and monitor Capital Equipment sales pipeline to ensure achievement of business unit goals
Work closely with Lab product marketing on portfolio strategy and market insights
Act as a liaison and escalation point with Lab Leasing team to ensure timely field notification of expiring contracts
Assist diagnostic specialists identify and qualify new sales opportunities and develop plans for introducing new solutions through collaborative relationships with manufacturers and Lab Product Representatives.
Assist diagnostic specialists effectively provide competitive differentiation and value to the overall customer solution. Provide in-depth technical expertise.
Develop standard presentations which the diagnostic specialist may tailor to specific to customer needs incorporating the outcome data from the various process analysis. Support system demonstrations & presentations where applicable, Road Shows, Site Visits, etc. when requested.
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 zone. Maintain active, in-person presence.