Channel Partner Development Manager, Strategic Expansion

What Channel Representative contributes to Cardinal Health
Direct Sales is responsible for driving sales and services to new and/or existing customers through face-to-face or telephone contact to meet individual and organizational sales objectives.

Channel Partner Manager, Strategic Expansion is responsible for establishing and providing enhanced relationship management for distribution services performed for manufacturers and other product, service and technology providers. This role specifically will own strategic expansion of portfolio and channel opportunities both DTC and B2B along the care continuum, focused in the cardiometabolic health therapy area and other new categories of business in line with market opportunity. Responsibility will include interpretation of market dynamics and healthcare company strategies to identify and close new business in providing distribution services for manufacturers and suppliers across the healthcare industry. Opportunities may touch many forms of the healthcare continuum, as relevant for consumers receiving products they need to manage their health at home, and may include provision of products covered under DMEPOS payment system, pharmacy benefits, cash pay, and/or other home health payment models. Direct responsibility will also include ownership of the design, implementation and management of such partnerships offering exceptional customer service in line with customers' market access strategies and considering optimal supply chain, operational efficiencies, distribution agreement terms and profitable revenue generation to support the total P&L of each partnership and contribution to the Cardinal Health at-Home Solutions business. A passion for the intersection of consumerism, technology and healthcare will be a critical success factor for this executive.


  • 8-12 years of experience, preferred
  • Bachelor's degree in related field, or equivalent work experience, preferred
  • Experience working in the realm of cardiometabolic health preferred
  • Experience and understanding of direct to consumer retail service offerings through cash pay and reimbursed (insurance covered) channels preferred
  • Deep understanding of the DME and Pharmacy supply and value chains, from manufacturing through to the end user
  • Detailed comprehension and experience with reimbursement landscape in the US, including models for products covered by insurance under pharmacy and DME, across a range of private and public payors, including CMS, state Medicaid and a range of commercial health plans and PBMs preferred
  • Experience working with regulatory, legal, political and technical and contractual considerations required in provision of products reimbursed through managed care organizations in the pharmacy channel and under DMEPOS payment systems preferred
  • Experience working on launch team for significant product launches in the pharmaceutical or medical device sectors preferred
  • Experience managing external partnerships, key accounts or strategic customer relationships in healthcare industry preferred

What is expected of you and others at this level

  • Leads sourcing negotiations and full portfolio management for supplies and technologies used in the treatment of cardiometabolic health, DTC and B2B landscapes through pharmacy, DME and cash pay channels.
  • Applies advanced knowledge and understanding of concepts, principles, and technical capabilities to manage a wide variety of projects, bringing both a strategic vision and analytical, detailed consideration of operations to daily work
  • Leads new product launches across functional areas in DTC and B2B
  • Maximizes P&L performance for strategic customer partnerships, including all growth and profit levers
  • Identifies target opportunities for Distribution sales team in expansion categories and new therapy areas
  • Works regularly internally and externally with all levels of organization, across all functions, from operational to executive leadership.
  • Participates in the development of policies and procedures to achieve specific goals
  • Recommends new practices, processes, metrics, or models
  • Works on or may lead complex projects of large scope
  • Projects may have significant and long-term impact
  • Provides solutions which may set precedent
  • Independently determines method for completion of new projects
  • Receives guidance on overall project objectives
  • Acts as a mentor to less experienced colleagues

Anticipated salary range: $101,300 - $130,320

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: 08/05/2024 *if interested in opportunity, please submit application as soon as possible.

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.

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.