Business Development, Independent Reference Labs- Western U.S.

Laboratories play a critical role in early detection, diagnosis, and patient care. At Cardinal Health, we help independent reference laboratories expand testing capabilities, optimize operations, reduce costs, and maintain supply continuity through a comprehensive portfolio of distribution solutions, laboratory products, custom kitting programs, and value-added services.

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.

Qualifications

• 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.