Business Development Specialist - Diagnostic Kitting (Raleigh, NC)

Tennant Solutions; Raleigh (NC); Remote; USD 110,000 - 170,000; Full time

Job summary

Tennant Solutions is expanding into the diagnostics market with a new hunter role focused on building a pipeline from a standing start. This remote/hybrid position requires closing new logos in diagnostics buyers, including manufacturers, reference labs, and CROs.

As the first dedicated sales hire for this expansion, you will own prospecting, pipeline development, and close, while collaborating with operations and quality teams to scope proposals and price new business.

Qualifications

• 3+ years of medical device industry sales experience.
• Proven ability to prospect and close new logos without existing pipeline.
• Comfort selling technical, custom-engineered solutions.
• Ability to travel up to 50% for client visits, trade shows, and conferences.

Responsibilities

• Prospect and open new accounts across diagnostics manufacturers, reference labs, and clinical trial sponsors.
• Build and manage a full-cycle sales pipeline from outreach to proposal, negotiation, and close.
• Translate technical kitting capabilities into a value proposition addressing 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 new market.
• Report pipeline, forecast, and win/loss data to leadership on a weekly/monthly cadence to inform go-to-market strategy.
• Feed market intelligence back to leadership on diagnostics-sector needs, competitive positioning, and pricing to shape long-term strategy.

Skills

Medical device sales

New logos

Technical solutions

Travel up to 50%

Job description

Job Title: Business Development Manager— 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.

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 (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 teams to scope custom kitting proposals,validatefeasibility, 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.

Qualifications

Required

• 3+ years of medical deviceindustrysales experience, withdemonstratedsuccess in a hunter ornew-business-development capacity — not primarily account management.
• Proven ability toprospect and close newlogosbusinesseswithout inherited pipeline or existing relationships.
• Comfort sellingtechnical, custom-engineered solutionsrather 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 servicesinto 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