Business Development Specialist - Diagnostic Kitting (Atlanta, GA)
Tennant Solutions
United StatesPosted 9 days agoDiscoveredMatch locked
RemoteFull Time3+ years expSales
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 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 build pipeline and close new logos 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.
Qualifications:
Required
•
3+ years of medical device industry sales experience
, with demonstrated success in a hunter or new-business-development capacity - not primarily account management.
- Proven ability to
businesses
without inherited pipeline or existing relationships.
- Comfort selling
technical, custom-engineered solutions
rather than off-the-shelf products.
- Ability to travel up to 50% for client visits, trade shows, and conferences.
Preferred
•
Direct experience selling kitting, contract manufacturing, or contract packaging services
into medical device or diagnostics OEMs.
- 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.
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
Originally posted on Himalayas
Not included in the source posting: what you'll do, benefits.
Skills
go
Who can apply
The employer didn't state any visa, work authorization, citizenship or clearance requirements in this posting. Confirm with the employer before applying.
Read automatically from the employer's posting text. Always confirm with the employer — requirements can change after a job is published.