The
Senior Consultant, Lab Diagnostic Instrumentation serves as the capital equipment subject matter expert for the West Region and plays a critical role in driving strategy for growth across Cardinal Health's clinical laboratory instrumentation portfolio. Reporting directly to the West Regional Vice President of Laboratory Products & Distribution, this individual will partner with Region Directors, Diagnostic Specialists, Product Marketing, and key manufacturer partners to develop and execute capital equipment sales strategies. The role is responsible for helping to accelerate pipeline growth, supporting complex sales opportunities, providing financial and technical expertise, and helping field teams position comprehensive laboratory solutions that deliver measurable customer value. This position serves as a trusted advisor to both customers and internal sales teams, helping laboratory leaders evaluate instrumentation investments, optimize workflows, improve productivity, and achieve long-term operational goals.
Territory: West Region
Responsibilities:- Develop and execute the West Region capital equipment growth strategy in partnership with Regional Leadership.
- Partner with Diagnostic Specialists and Region Directors to identify, qualify, and advance complex instrumentation opportunities.
- Manage and monitor Capital Equipment sales pipeline to ensure achievement of business unit goals.
- Establish and maintain executive-level relationships with manufacturer partners to drive strategic alignment and joint business objectives.
- Provide laboratory instrumentation expertise, competitive intelligence, and market insights to support business planning and portfolio strategy.
- Educate and coach region on capital equipment sales processes, laboratory workflows, and solution selling methodologies.
- Support customer presentations, equipment demonstrations, site visits, laboratory assessments, and executive-level discussions.
- Collaborate with Product Marketing to evaluate market trends, competitive dynamics, emerging technologies, and portfolio opportunities.
- Partner with laboratory leasing and financing teams to identify contract renewal opportunities and maximize customer retention.
- Complete all administrative tasks & training including expense reports, presentations, pipeline, maintain accurate SFDC records, market feedback, etc.
- Represent Cardinal Health at industry conferences, trade shows, customer events, and manufacturer meetings.
- Build trusted relationships with laboratory decision-makers, including C-suite leaders, laboratory administrators, directors, managers, and technical stakeholders.
Qualifications:- Bachelor's degree or equivalent experience preferred.
- 8+ years laboratory diagnostics, instrumentation or capital equipment experience.
- Experience working with sales teams in laboratory settings.
- Demonstrated success managing complex, multi-stakeholder decisions with high-value capital purchases.
- Strong understanding of laboratory workflows, automation, diagnostic platforms, and operational challenges impacting laboratory performance.
- Experience conducting financial assessments, ROI analyses, and developing customer business cases.
- Strategic thinker with strong business and financial acumen.
- Self-starter who thrives in a highly autonomous, field-based environment.
- Exceptional organizational and project management skills.
- Ability to navigate complex healthcare buying processes and procurement structures.
- Strong analytical skills with the ability to translate technical concepts into customer value.
- Proficiency with Salesforce CRM, Microsoft Excel, PowerPoint, and other business applications.
- Ability to travel up to 60%.
- Valid driver's license with a satisfactory driving record.
- Ability to meet all customer and vendor credentialing requirements, which may include immunizations or vaccinations.
Anticipated base pay range: $105,000 - $150,000
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.
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
- Health savings account (HSA)
- Access to wages before pay day with myFlexPay
- Flexible spending accounts (FSAs)
- Short- and long-term disability coverage
- Healthy lifestyle programs
Application window anticipated to close: 08/19/2026 *if interested in opportunity, please submit application as soon as possible.
Candidates who are back-to-work, people with disabilities, without a college degree, and Veterans are encouraged to apply.
