The Business Development Specialist will prospect and open new accounts within the diagnostics market, managing the full-cycle sales pipeline from outreach to closing. They will also translate technical kitting capabilities into value propositions for diagnostics buyers and report market intelligence to leadership to shape go-to-market strategies.
Job Title: Business Development Manager — Diagnostics Kitting Reports To: Director, Global Commerce Direct Reports: No Location: Remote, (Hybrid if local to Cincinnati, OH area)
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 logosbusinesses 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
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