Business Development Specialist - Diagnostic Kitting

Tennant Solutions • Indianapolis, IN

13d • Remote

About The Position

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.

Requirements

• 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.

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.

What This Job Offers

• Job Type: Full-time
• Career Level: Entry Level
• Education Level: No Education Listed