Senior Product Specialist - DUALTO System

About the role

The DUALTO Capital & Clinical Specialist acts as the market expert for the DUALTO Energy System, combining capital equipment sales, clinical expertise and stakeholder management. The role leads DUALTO opportunities from customer identification and capital planning through demonstration, commercial negotiation, installation and adoption, working with Sales, Key Account Management, Marketing, Clinical Education, Service and other partners.

Key responsibilities

• Lead end-to-end DUALTO capital opportunities, from account targeting and evaluation through negotiation and conversion, and maintain strong opportunity and forecast management.
• Understand hospital capital buying cycles, tenders, funding pathways and new-technology acquisition processes, and build value-based business cases.
• Build relationships with surgeons, OR and nursing leadership, biomedical engineering, service line administrators, supply chain, finance and hospital leadership, and lead technical discussions.
• Lead product, technical and clinical demonstrations and support live clinical settings in the OR when appropriate.
• Partner with local sales teams on commercial deals, clinical trials, in-services, customer calls, post-sale installation and adoption.
• Develop strategic targeting plans with the sales team and partner on complex, enterprise-level opportunities.
• Maintain expert knowledge of DUALTO, the surgical energy market and the competitive landscape, and share customer and market insights with Marketing.

Required profile

• Minimum 5 years of experience in medical device capital equipment sales.
• Strong capital-selling capability, with experience developing value-based business cases and engaging C-suite and hospital leadership in capital approvals.
• Experience working with biomedical engineering teams and managing technical stakeholders.
• Deep understanding of surgical energy science, basic energy and advanced energy.
• Ability to lead high-quality clinical and technical demonstrations and manage long, complex sales cycles.

Required skills

• Solutions selling and negotiation
• Strong collaboration across Sales, Marketing and Clinical, Service teams
• Preferred: AI judgement integration, business development, compliance management, customer training, data savvy, market research, OKRs, presentation design, problem solving, team management and vendor selection