Business Development Specialist - Diagnostic Kitting

Job Title: Business Development Manager — Diagnostics Kitting 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 dev