Tennant Solutions
Kitting, packaging, warehousing, and fulfillment
Business Development Specialist - Diagnostic Kitting
Remote role with preference for candidates in the Eastern, Central, or Mountain time zones; travel up to 50% required.
About the job
- At least 3 years of medical device industry sales experience with demonstrated success in a hunter or new-business-development capacity, rather than primarily account management.
- Proven ability to prospect and close new-logo business without an 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.
- 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 and discovery through proposal, negotiation, and close.
- Translate technical kitting capabilities, including component sourcing, cleanroom assembly, sterile packaging, and lot traceability, into a diagnostics-specific value proposition addressing regulatory pressure, IVD regulatory 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.
- Report pipeline, forecast, and win/loss data to leadership on a weekly or monthly cadence to inform go-to-market strategy.
- Feed market intelligence to leadership on diagnostics-sector needs, competitive positioning, and pricing to shape the long-term expansion strategy.
- Direct experience selling kitting, contract manufacturing, or contract packaging services to medical device or diagnostics original equipment manufacturers.
- Existing relationships with or familiarity with diagnostics-sector buyers, including at-home test manufacturers, reference labs, or clinical trial sponsors and contract research organizations.
- Working knowledge of the in-vitro diagnostic regulatory context, including FDA and IVDR, sufficient to speak credibly with technical and quality stakeholders.
- Experience selling simultaneously to procurement and quality/regulatory stakeholders in multi-threaded, longer-cycle business-to-business sales.
About the company
Tennant Solutions provides advanced kitting and packaging services along with warehousing and fulfillment for sectors like clinical diagnostics, pharmaceuticals, and laboratory services, across the US and EU. It handles up to 90 million items per year with 99% accuracy, using state-of-the-art reporting and production platforms to plan, track, and execute storage, kitting, and packaging. The company offers both ready-made stock solutions and customizable service options, delivering end‑to‑end logistics, sustainable packaging, and transparent project management through service contracts and project engagements. What sets Tennant Solutions apart is its large‑scale, cross‑continent operation combined with precise execution, reliability, and a focus on sustainability and client relationships. The company’s goal is to build lasting partnerships by delivering dependable, clear, and efficient logistics and packaging services grounded in integrity and excellence.
Company Size
51-200
Company Stage
N/A
Total Funding
N/A
Headquarters
Honolulu, Hawaii
Founded
2002
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Simplify's Take
What believers are saying
- August 2026 website updates show active demand for cold-chain and sample packaging solutions.
- Career postings in 2026 list Sales Director, Production Supervisor, and Quality Engineer roles.
- Laboratory and sample packaging pages highlight proprietary tracking, supporting premium regulated-service pricing.
What critics are saying
- Open US and EU kitting roles signal scaling pressure and possible turnover in 2026.
- Validated temperature-controlled packaging raises audit risk; one quality failure can kill hospital and pharma contracts.
- Custom kitting is easily outsourced to cheaper 3PLs, crushing margins if clients rebid in 2027.
What makes Tennant Solutions unique
- Tennant Solutions runs US-EU kitting operations with 90 million items yearly and 99% accuracy.
- Its proprietary reporting platform tracks orders and materials for clinical diagnostics and pharmaceuticals.
- Validated cold-chain packaging and custom fulfillment create stickier, regulated client workflows.
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Benefits
Remote Work Options
Hybrid Work Options