Job Description

Role Purpose

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.

Required Skills:

Preferred Skills:

Desired 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.