Business Development Specialist - Diagnostic Kitting; Raleigh, NC)

Reports To:

Director, Global Commerce

Direct Reports:
No

Location:

Remote

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 buildpipelineand close newlogosbusinessfrom a standing start.

• 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.

• 3+ years of medical deviceindustrysales experience
  , withdemonstratedsuccess in a hunter ornew-business-development capacity — not primarily account management.
• Proven ability to
  prospect and close newlogos
  businesses
  without inherited pipeline or existing relationships.
• Comfort selling
  technical, custom-engineered solutions
  rather than off-the-shelf products.
• Ability to travelup to 50% for client visits, trade shows, and conferences.

• Direct experience selling kitting, contract manufacturing, or contract packaging services
  into medicaldeviceordiagnosticsOEMs.
• 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.

• 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.

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.

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