Sales Representative - Laboratory Diagnostic Specialist

JOB TITLE: Diagnostic Instrumentation Specialist - Laboratory Products

Territory: Ohio Valley

The Diagnostic 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.

• Effectively provide competitive differentiation and value to the overall customer solution. Provide in-depth technical expertise regarding assigned product lines.
• Utilize competitive, customer, and product knowledge to establish competitive barriers to market penetration by positioning Cardinal Health Diagnostic's solutions.
• Assist customers in achieving defined business/technical and personal goals. These responsibilities will include pre & post analysis review.
• Work cross functionally with internal colleagues and peers to share information and best practices while remaining actively involved in industry/customer organizations that impact business.
• 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.


Demonstrates advanced knowledge of Cardinal Health and customer industry, including: key competitors, terminology, technology, trends, challenges, group purchasing organizations; demonstrates working knowledge of how Cardinal Health offerings match with a customers' unique business needs.

  • Initiates and takes ownership of principles of territory management, including: account planning, selling processes, post-sales implementation processes, deal economics
  • Executes on business opportunities and maintains a pipeline large enough to support objective attainment
  • Utilizes available resources within own business unit and looks for ways to collaborate with Lab Product reps and suppliers in executing the Solutions Sales Process
  • Applies knowledge of the customer's business and laboratory instrumentation portfolio to present solutions that improve lab workflow efficiency, test accuracy and patient outcomes.
  • Proactively maintain regular cadence within the laboratory and supply chain departments to demonstrate the ongoing value of Cardinal Health distribution
  • Effectively negotiates and collaborates with the customer, supplier partners and internal constituents to influence support for mutually beneficial outcomes and achieve consensus
  • Builds and sustains relationships founded on trust with internal and external customers and ensures customer satisfaction and loyalty.
  • Identifies and qualifies new sales opportunities and develops plans for introducing new solutions through collaborative relationships with manufacturers and Lab Product Representatives
  • Responsible for developing opportunities and leading the instrumentation sales cycle
  • Maintain a robust pipeline across the diagnostic instrumentation portfolios.


• Bachelor's degree preferred
• Knowledge or Sales Experience in Laboratory Industry, Preferred
• 3 to 6 years selling capital equipment or laboratory equipment into hospitals and reference laboratories
• Ability to travel 75% of the time
• Valid driver's license
• Medical Technology experience preferred
• Functional understanding of Laboratory workflow and process
• Experience working in complex sales environments with demonstrated success
• Successful negotiation, strategic planning, and organizational skills
• Entrepreneurial spirit, strong business acumen, and a desire to conquer complex sales processes
• Experience working with Microsoft applications (excel) and aptitude to use various business tools (i.e. salesforce).

Anticipated pay range: $134,500 - $164,300 (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
  • Company fleet vehicle

Application window anticipated to close: 07/17/2024

*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.

Detroit 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.