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Job Description:

The DUALTO™ Capital & Clinical Specialist will serve as the market expert responsible for driving the 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 demonstration, commercial negotiation, installation and adoption, working closely with Sales, Key Account Management, Marketing, Clinical Education, Service and other cross-functional partners. This aligns with the attached role's end-to-end ownership of capital sales and collaboration across KAM, Field Sales, Marketing and Service.

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 and 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 optimise the capital environment.
• Confidently engage surgeons, OR teams and bio medical 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, which is an explicit responsibility in the attached role.
• 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 customers calls, post-sale installation, implementation and adoption.

4. Strategic Account Development

• Develop strategic targeting plans in collaboration with 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 organisation 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, characteristics also emphasised in the attached profile.

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