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 capital opportunities, from account targeting and evaluation through negotiation and conversion, building value-based business cases and managing forecasts
• Build relationships with surgeons, OR and nursing leadership, biomedical engineering, service line administrators, supply chain, finance and hospital leadership, and guide them through the capital evaluation process
• Run product, technical and clinical demonstrations and support live clinical settings, partnering with local sales teams on deals, clinical trials, services and post-sale installation
• Develop strategic targeting plans with the sales team and partner on complex, enterprise-level opportunities
• Maintain expert knowledge of the surgical energy market and its competitors, and share customer and market insights with Marketing

Required profile

• Minimum 5 years of experience in medical device capital equipment sales
• 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 and advanced energy, and ability to lead clinical and technical demonstrations
• Ability to manage long, complex sales cycles

Required skills

• Solutions selling and negotiation
• Strong understanding of hospital capital purchasing and decision-making
• Collaboration across Sales, Marketing, Clinical and Service teams