Business Devlopment Specialist

Business Development Specialist - Diagnostic Kitting

Company: Tennant Solutions

About the Role

Tennant Solutions is expanding into the 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 a mandate to build pipeline and close new 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.

Location

Remote, Targeted locations/regional areas include: Atlanta, GA, Boston, MA, Chicago, IL, Cincinnati, OH (Hybrid if local to Cincinnati, OH area), Indianapolis IN, and Raleigh, NC.