About the Role
The DUALTO™ Capital & Clinical Specialist will serve as the market expert responsible for driving commercial growth, clinical adoption, and strategic positioning of the DUALTO™ Energy System. This role combines capital equipment selling, clinical expertise, biomedical and technical stakeholder management, and deep knowledge of the science of surgical energy. The specialist will lead DUALTO™ opportunities from customer identification and capital planning through to demonstration, commercial negotiation, installation, and adoption, working closely with Sales, Key Account Management, Marketing, Clinical Education, Service, and other cross-functional partners.
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Key Responsibilities
1. Capital Sales & Commercial Leadership
- Lead end-to-end DUALTO™ capital opportunities, from account targeting and opportunity identification through evaluation, negotiation, and conversion.
- Understand hospital capital buying cycles, tenders, funding pathways, and new-technology acquisition processes.
- Develop strong, value-based business cases tailored to customer priorities.
- Structure and negotiate capital solutions and deals.
- Maintain strong opportunity and forecast management.
2. Strategic Hospital Stakeholder Management
- Build strong relationships across the hospital ecosystem, including: Surgeons, OR and nursing leadership, Biomedical engineering, Service line administrators, Supply chain and procurement, Finance, Hospital leadership and C-suite.
- Lead technical discussions related to the DUALTO™ platform and support the customer through the capital evaluation process.
- Understand the customer's existing energy capital fleet and identify opportunities to simplify and optimize the capital environment.
- Confidently engage surgeons, OR teams, and biomedical teams in relevant scientific and clinical conversations.
3. Demonstrations & Clinical Adoption
- Lead compelling product, technical, and clinical demonstrations of DUALTO™ to support customer evaluation, conversion, and adoption.
- Be comfortable working within the OR environment and supporting live clinical settings when appropriate.
- Connect DUALTO™ capabilities to the needs of surgeons, nurses, biomedical teams, and hospital leadership.
- Partner with local Sales teams to support in commercial deals, clinical trials, in-services, and DUALTO customer calls, post-sale installation, implementation, and adoption.
4. Strategic Account Development
- Develop strategic targeting plans in collaboration with the sales team to identify the right hospitals and health systems for DUALTO™.
- Understand each account's needs, priorities, current energy environment, and capital strategy.
- Identify opportunities where DUALTO™ can provide differentiated clinical, operational, and commercial value.
- Partner with Sales teams on complex and enterprise-level opportunities.
5. Market & Competitive Expertise
- Maintain expert knowledge of DUALTO™, the surgical energy market, and the competitive landscape.
- Strong knowledge of Basic energy, Advanced energy, Energy modalities and their clinical applications, and Relevant surgical procedures and workflows.
- Understand evolving customer needs and market trends.
- Clearly articulate DUALTO™ differentiation across clinical, technical, and commercial discussions.
- Bring customer and market insights back to Marketing and the wider organization to strengthen commercial strategy.
Ideal Candidate Profile
The ideal candidate should have:
- Minimum 5 years experience in medical device capital equipment sales.
- Strong capital-selling capability, with experience developing value-based business cases and navigating complex capital purchasing decisions.
- Strong commercial and negotiation skills.
- Proven ability to engage C-suite and hospital leadership in capital approval processes.
- 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.
- Strong understanding of hospital capital purchasing and decision-making.
- Ability to develop credible business cases and communicate value to different stakeholders.
- Strong collaboration skills across Sales, Marketing and Clinical, Service teams.
- Ability to manage long, complex sales cycles with discipline and resilience.
Required Skills
Preferred Skills
Business Development, Compliance Management, Customer Centricity, Customer Training, Data Savvy, Healthcare Trends, Market Knowledge, Market Research, Objectives and Key Results (OKRs), Organizing, Presentation Design, Problem Solving, Sales, Solutions Selling, Sustainable Procurement, Team Management, Vendor Selection
