Director of Sales - Life Sciences

Job Title: Director of Business Development & Sales

Job Summary: The Director of Business Development & Sales is responsible for building, growing, and coaching the Tennant Solutions sales team while also maintaining a personal sales portfolio. This “player-coach” role combines hands-on selling with strategic leadership to drive revenue growth, implement scalable processes, and strengthen customer relationships.

In this role, you will coordinate the development of annual sales strategies and strategic account plans to penetrate new and existing clients, while placing a premium on professional development for the sales team through training, coaching, and mentoring.

While this role begins as a player-coach position, it is intentionally designed to evolve into a more traditional sales leadership role as the team and business grow, focusing less on individual selling and more on leading strategy, people, and performance.

Key Responsibilities:

Sales Leadership & Strategy

• Build, lead, and develop a high-performing sales team that meets or exceeds revenue goals.

• Design and implement sales strategies, KPIs, and accountability frameworks to ensure consistent performance and growth.

• Partner with executive leadership to align sales plans with overall business objectives and profitability goals.

• Foster a culture of accountability, continuous learning, and performance excellence through coaching and feedback.

Hands-On Selling (Player-Coach Component)

• Manage an individual book of business and maintain an active sales quota.

• Nurture and expand existing business opportunities with key clients.

• Lead by example through direct prospecting, relationship-building, and deal execution.

Cross-Functional Collaboration

• Partner closely with Operations to ensure seamless project delivery.

• Integrate client feedback and market insights into Tennant Solutions’ service offerings and positioning.

• Collaborate with internal stakeholders to drive continuous improvement in sales, operations, and client engagement.

Forecasting & Reporting

• Oversee CRM data integrity, pipeline management, and forecasting accuracy.

• Analyze and report sales performance metrics, trends, and forecasts to executive leadership.

• Evaluate win/loss data and implement data-driven strategies to improve close rates and client retention.

Market & Industry Engagement

• Identify emerging market trends, competitor strategies, and customer needs to inform business planning.

• Identify and pursue external market opportunities beyond current offerings that align with Tennant Solutions’ operational model and growth objectives.

• Represent Tennant Solutions at key industry events, conferences, and networking opportunities.

• Maintain a deep understanding of products, market conditions, and client industries to position the company competitively.

Qualifications:
Please note, we can only consider candidates currently residing in and authorized to work in the United States.

Required:

• 5+ years of progressive experience in sales leadership and business development.

• Demonstrated success meeting or exceeding individual sales quotas while managing a team.

• Strong communication, negotiation, and consultative selling skills.

• Proficiency with CRM tools and data-driven decision-making.

Preferred:

• Bachelor’s degree in Business, Marketing, or related field.

• Experience in life sciences, medical devices, or contract packaging/kitting industry.

• Proven ability to scale teams and sales operations in a growing organization.

Job Setting / Environment:

• This position is performed in an environmentally controlled building. Prolonged periods sitting at a desk and computer usage.

• Location: Hybrid/Remote

• Travel Required: Yes

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.