Business Devlopment Specialist - Diagnostic Kitting

Tennant Solutions; Cincinnati (OH); Hybrid; USD 90,000 - 130,000; Full time

Job summary

Tennant Solutions is expanding beyond its core clinical efficacy kitting business into the broader diagnostics market. This is a new hunter role to build pipeline and close new logos from a standing start, targeting at-home test manufacturers, reference labs, and clinical trial sponsors.

No existing book of business in this vertical. The role emphasizes prospecting, relationship-building, and consultative selling to create a scalable diagnostics growth engine with industry conference

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 from cold outreach through discovery, proposal, negotiation, and close.
• Translate kitting capabilities (component sourcing, cleanroom assembly, sterile packaging, lot traceability) into a value proposition for diagnostics buyers: regulatory pressure, IVDR/FDA compliance, supply chain reliability, 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 and diagnostics 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 expansion strategy.

Skills

Prospecting

Relationship building

Consultative selling

Full-cycle sales

Forecasting

Job description

Job Title: Business DevelopmentManager Diagnostics

Reports To: Director, Global Commerce

Direct Reports: No

Location: Remote, (Hybrid if local to Cincinnati, OH area)

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.