Business Development Specialist - Diagnostic Kitting

Job Title:

• Business Development Manager — Diagnostics Kitting Reports To : Director, Global Commerce Direct Reports : No Location : Remote Job Summary: Tennant Solutions is expanding beyond its core clinical efficacy kitting business into the broader diagnostics market — at-home test manufacturers, reference labs, and clinical trial sponsors.

This is a new hunter role :

• the first sales hire dedicated to this expansion, with a mandate to build pipeline and close new logos business from a standing start. There is no existing book of business in this vertical.

Success depends on prospecting, relationship-building, and consultative selling into diagnostics companies with no prior awareness of Tennant Solutions' kitting capabilities. Key Responsibilities:

• Prospect and open new accounts across diagnostics manufacturers, reference labs, and clinical trial sponsors with no existing relationship with Tennant Solutions. Build and manage a full-cycle sales pipeline — cold outreach and discovery through proposal, negotiation, and close. Translate technical kitting capabilities (component sourcing, cleanroom assembly, sterile packaging, lot traceability) into a value proposition specific to diagnostics buyers: regulatory pressure, IVDR/FDA compliance, supply chain reliability, and scale-up speed. Partner with operations and quality teams to scope custom kitting proposals, validate feasibility, and price new business. Represent Tennant Solutions at industry conferences, trade shows, and diagnostics-sector events to build visibility in a market where the company has no existing brand presence. Report pipeline, forecast, and win/loss data to leadership on a [weekly/monthly] cadence to inform go-to-market strategy for the vertical. Feed market intelligence back to leadership on diagnostics-sector needs, competitive positioning, and pricing to shape the long-term strategy for this expansion. Qualifications: Required: 3+ years of medical device industry sales experience , with demonstrated success in a hunter or new-business-development capacity — not primarily account management. Proven ability to prospect and close new logos businesses without inherited pipeline or existing relationships. Comfort selling technical, custom-engineered solutions rather than off-the-shelf products. Ability to travel up to 50% for client visits, trade shows, and conferences. Preferred: Direct experience selling kitting, contract manufacturing, or contract packaging services into medical device or diagnostics OEMs. Existing relationships or familiarity with diagnostics-sector buyers : at-home test manufacturers, reference labs, or clinical trial sponsors/CROs. Working knowledge of IVD regulatory context (FDA, IVDR) sufficient to speak credibly with technical and quality stakeholders. Experience selling into procurement and quality/regulatory stakeholders simultaneously — multi-threaded, longer-cycle B2B sales. Job Setting / Environment : Location: Remote or Hybrid Location: On-site/ Remote/ Hybrid Travel Required: up to 50% Preference for candidates who reside in the Eastern, Central and Mountain time zones.

Equal Employment Opportunity Statement :

• Tennant Solutions is an Equal Opportunity Employer.
• We celebrate diversity and are committed to creating an inclusive environment for all employees.
• We do not discriminate based on race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, protected veteran status, or any other legally protected characteristics.

Disclaimer:

• This job description is not intended to be an exhaustive list of all duties, responsibilities, or qualifications associated with the role.
• Duties and responsibilities may change at any time with or without notice, based on business needs Powered by JazzHR