Sales Representative – Laboratory Diagnostic Instrument Specialist

Cardinal Health

. Manage the sales process for capital equipment in clinical laboratories, including lead generation, financial modeling, and closing system sales .

Posted 10/23/2026full-timeRemote • Ohio • United StatesMid-LevelSenior💰 $134,500 - $164,300 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in managing the sales process for capital equipment in clinical laboratories, with a strong focus on lead generation, financial modeling, and customer relationship management. Possesses in-depth knowledge of laboratory workflows and the ability to deliver tailored presentations that enhance workflow efficiency and patient outcomes.

Highest-signal resume keywords

Sales Experience In Laboratory IndustryNegotiation SkillsStrategic PlanningCustomer Relationship ManagementLaboratory Workflow Understanding

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Lead GenerationFinancial ModelingSales Process ManagementComplex Sales Environment ExperienceTechnical Expertise In Laboratory Solutions

Soft Skills

Strong Communication SkillsOrganizational SkillsMulti-tasking AbilityEntrepreneurial SpiritListening Skills

Tools & Technologies

SalesforceMicrosoft Excel

Certifications & Qualifications

Customer/Vendor Credentialing

Industry Keywords

Capital Equipment SalesDiagnostic InstrumentationHealthcare EconomicsGPOsReimbursement

Tech Stack

Tools & technologies

SFDC

About the role

Key responsibilities & impact

Manage the sales process for capital equipment in clinical laboratories, including lead generation, financial modeling, and closing system sales
Identify and qualify new sales opportunities and develop plans for introducing new solutions
Execute business opportunities and maintain a robust pipeline across the diagnostic instrumentation portfolio
Work with manufacturer partners and Lab Product Representatives
Provide competitive differentiation, value, and in-depth technical expertise
Assist customers with defined business and technical goals, including pre- and post-analysis review
Deliver tailored presentations, conduct system demonstrations, road shows, and site visits
Present laboratory instrumentation solutions that improve workflow efficiency, test accuracy, and patient outcomes
Negotiate and collaborate with customers, supplier partners, and internal constituents
Build and sustain trusted customer relationships and ensure satisfaction and loyalty
Complete administrative tasks and training, including expense reports, pipeline updates, SFDC records, and market feedback
Attend sales meetings, training programs, conventions, and trade shows
Meet and maintain requirements of key vendor credentialing entities
Maintain knowledge of industry, competitive landscape, GPOs, healthcare economics, reimbursement, competitors, and products
Travel within the assigned region and maintain an active, in-person presence

Requirements

What you’ll need

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)

Benefits

Comp & perks

Bonus eligible
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