We are seeking a Business Development Manager, Independent Reference Labs to drive growth within a defined territory by developing new business opportunities, expanding existing customer relationships, and serving as a trusted advisor to independent reference laboratory customers. This role combines strategic account management, consultative selling, and cross-functional collaboration to deliver solutions that improve customer performance while supporting Cardinal Health's growth objectives.
Territory: This role will cover the Western United States.
Responsibilities:
Business Development & Growth
- Grow relationships with Independent Reference Lab customers.
- Drive new distribution and kitting sales opportunities.
- Identify customer needs, challenges, and opportunities.
- Leverage data and analytics to deliver savings and value-based solutions.
- Execute account strategies that drive retention, growth, and profitability.
Customer Partnerships & Solutions
- Serve as point of contact with the Independent Reference Labs.
- Partner with cross-functional teams to deliver customer solutions.
- Lead customer onboarding and implementation activities.
- Drive service improvements across inventory, sourcing, pricing, and supply chain performance.
- Strengthen customer satisfaction and long-term partnerships.
Business Performance & Analytics
- Monitor performance metrics and identify improvement opportunities.
- Support contract implementation and compliance.
- Analyze customer data to measure outcomes and value creation.
- Coordinate data requests and business reviews.
- Recommend process improvements that reduce costs and increase efficiency.
Industry Expertise
- Stay current on laboratory market trends, regulations, and reimbursement changes.
- Share customer insights and competitive intelligence internally.
- Serve as a trusted advisor to Independent Reference Lab customers.
- Bachelor's degree preferred.
- 5+ years of experience in healthcare sales, business development, account management, laboratory diagnostics, or healthcare distribution.
- Experience supporting laboratories, diagnostics, or healthcare customers preferred.
- Demonstrated success growing customer relationships and identifying new business opportunities.
- Experience with laboratory supply distribution, kitting programs, or healthcare supply chain solutions preferred.
- Strong business and financial acumen with the ability to leverage data to develop customer solutions.
- Excellent communication, presentation, and relationship-building skills.
- Proven ability to work collaboratively across multiple functions and stakeholder groups.
- Strong problem-solving, organizational, and project management skills.
- Proficiency with CRM tools, Microsoft Office, and business analytics platforms preferred.
- Ability to travel at least 25% of the week
- Valid driver's license
Anticipated pay range: $173,833 - $200,003 (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
Application window anticipated to close: 8/17/2026 *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.
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Skills Required
- Bachelor's degree
- Minimum 6 years related business experience
- Proven product knowledge in business area
- Kitting experience
- Prior sales experience in healthcare
- Strong business acumen in the lab space
- Excellent communication skills
- Ability to travel at least 25%
- Valid driver's license
Cardinal Health Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Cardinal Health and has not been reviewed or approved by Cardinal Health.
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Leave & Time Off Breadth — Paid time off is frequently described as generous, including examples like multiple weeks of vacation, additional sick days, and in some roles even “unlimited” or untracked time off. Parental leave, paid holidays, and volunteer time further broaden the overall leave offering.
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Healthcare Strength — Medical, dental, and vision coverage is positioned as comprehensive, with added supports such as preventive care, telehealth/clinic access, mental health resources, and EAP counseling. Wellness programs and incentives (e.g., premium discounts tied to checkups or healthy lifestyle actions) add to the perceived breadth of healthcare-related support.
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Retirement Support — A 401(k) with company match, along with programs like stock purchase/equity participation and charitable matching, contribute to a stronger total rewards picture beyond base pay. Additional financial supports such as disability coverage and early wage access also enhance the overall package.
Cardinal Health Insights
What We Do
Cardinal Health is a distributor of pharmaceuticals, a global manufacturer and distributor of medical and laboratory products, and a provider of performance and data solutions for healthcare facilities. With 50 years in business, operations in more than 35 countries and approximately 44,000 employees globally, Cardinal Health is essential to care. We are navigating the complexities of healthcare and providing scaled solutions to help our customers thrive in a changing world. We strive to be a trusted healthcare partner by driving growth in evolving areas of healthcare, while building upon our distribution, products, and solutions to meet customer needs.
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