Business Development Specialist - Diagnostic Kitting

Summary

Tennant Solutions is expanding its clinical efficacy kitting business into the broader diagnostics market. The Business Development Manager will build a new sales pipeline, prospect and close new-logo business, develop consultative value propositions, and collaborate with operations and quality teams on custom kitting proposals.

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

Skills

• 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
• 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
• Preference for candidates who reside in the Eastern, Central and Mountain time zones

Qualifications

Must Haves

• 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

Nice to Haves

• 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
• Preference for candidates who reside in the Eastern, Central and Mountain time zones

Benefits

• Remote or hybrid work arrangement