Business Development Specialist - Diagnostic Kitting

Tennant Solutions • Atlanta, GA

13d • Hybrid

About The Position

Tennant Solutions is expanding its core clinical efficacy kitting business into the broader diagnostics market, targeting 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 the goal of building pipeline and closing new business from scratch. Success in this role relies on prospecting, relationship-building, and consultative selling to diagnostics companies unfamiliar with Tennant Solutions' kitting capabilities. There is no existing book of business in this vertical.

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