Senior Product Specialist - DUALTO System

About the role

The DUALTO Capital & Clinical Specialist is the market expert responsible for the commercial growth, clinical adoption and strategic positioning of the DUALTO Energy System. The role combines capital equipment selling, clinical expertise, stakeholder management and deep knowledge of surgical energy science, leading opportunities from customer identification and capital planning through demonstration, negotiation, installation and adoption. It sits in the MedTech Sales function, under Clinical Sales (Surgeons, Commission), in Kuwait City.

Key responsibilities

• Lead end-to-end DUALTO capital opportunities, from account targeting and evaluation through negotiation and conversion, including hospital capital buying cycles, tenders and funding pathways
• 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 feed customer and market insights back to Marketing

Required profile

• Minimum 5 years of experience in medical device capital equipment sales
• Strong capital-selling capability, with experience building 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
• Understanding of hospital capital purchasing and decision-making
• Collaboration across Sales, Marketing, Clinical and Service teams