Business Development Specialist - Diagnostic Kitting (Boston, MA)

Tennant Solutions; Boston (MA); À distance; USD 120 000 - 180 000; Plein temps

Résumé du poste

Tennant Solutions is expanding into the diagnostics market with a new hunter role focused on building a pipeline from scratch. The Business Development Manager will prospect, open accounts, and close new logos with diagnostics manufacturers, reference labs, and clinical trial sponsors.

The role requires prospecting, consultative selling of customized kitting solutions, and collaboration with operations and quality teams to scope proposals and pricing.

Qualifications

• 3+ years of medical device sales experience, hunter or new-business-development focused.
• Proven ability to prospect and close new logos without existing pipeline.
• Comfort selling technical, custom-engineered solutions rather than off-the-shelf products.

Responsabilités

• Prospect and open new accounts across diagnostics manufacturers, reference labs, and clinical trial sponsors.
• Build and manage a full-cycle sales pipeline from cold outreach to close.
• Translate technical kitting capabilities into a value proposition for diagnostics buyers, addressing regulatory, quality, and supply chain needs.
• Partner with operations and quality teams to scope custom proposals, validate feasibility, and price new business.
• Represent Tennant Solutions at industry conferences and events to build market visibility.
• Report pipeline, forecast, and win/loss data to leadership on a weekly/monthly cadence.

Connaissances

Medical device sales

New business development

Prospecting

Closing deals

Description du poste

Job Title: Business DevelopmentManager— Diagnostics Kitting

Reports To: Director, Global Commerce

Direct Reports: No

Location: Remote

Job Summary:

Tennant Solutions is expanding beyond its coreclinical efficacy kittingbusiness into the broaderdiagnostics market— at-home test manufacturers, reference labs, and clinical trial sponsors. This is anew hunter role: the first sales hire dedicated to this expansion, with a mandate to buildpipelineand close newlogosbusinessfrom 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 accountsacross 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(componentsourcing, 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 teamsto scope custom kitting proposals,validatefeasibility, and price new business.
• Represent Tennant Solutionsat 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 datato leadership on a [weekly/monthly] cadence to inform go-to-market strategy for the vertical.
• Feed market intelligence back to leadershipon diagnostics-sector needs, competitive positioning, and pricing to shape the long-term strategy for this expansion.

Qualifications:

Required:

• 3+ years of medical deviceindustrysales experience, withdemonstratedsuccess in a hunter ornew-business-development capacity — not primarily account management.
• Proven ability to prospect and close newlogosbusinesseswithout inherited pipeline and 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.

Preferred:

• Direct experience selling kitting, contract manufacturing, or contract packaging services into medicaldeviceordiagnosticsOEMs.
• Existing relationships or familiarity withdiagnostics-sector buyers: at-home test manufacturers, reference labs, or clinical trial sponsors/CROs.
• Working knowledge ofIVD regulatory context(FDA, IVDR)sufficientto speak credibly with technical and quality stakeholders.
• Experience selling intoprocurement 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