Senior Product Specialist

Johnson and Johnson; Riyadh; On-site; SAR 450,000 - 750,000; Full time

Job summary

Johnson and Johnson seeks a DUALTO Capital & Clinical Specialist to drive end-to-end capital sales, lead demonstrations in OR environments, and manage cross-functional stakeholders across Sales, Marketing, Clinical Education and Service. You will build value-based business cases and navigate complex hospital procurement processes.

The role requires deep surgical energy knowledge, strong negotiation skills and the ability to engage C-suite leadership.

Qualifications

• 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.

Responsibilities

• Capital Sales & Commercial Leadership: Lead end-to-end DUALTO capital opportunities from account targeting through evaluation, negotiation and conversion.
• Strategic Hospital Stakeholder Management: Build relationships across Surgeons, OR and leadership, Biomedical engineering, Service lines, Supply chain and Finance.
• Demonstrations & Clinical Adoption: Lead product demos and clinical adoption in live settings; support post-sale installation and adoption.
• Strategic Account Development: Develop targeting plans with sales to identify hospitals and health systems for DUALTO.
• Market & Competitive Expertise: Maintain knowledge of DUALTO, surgical energy market and competition; share insights with Marketing.

Skills

Capital sales

Clinical education

Stakeholder management

Negotiation

Sales strategy

Medical device knowledge

Clinical demonstrations

Job description

Job Description

The DUALTO Capital amp 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

• Capital Sales amp 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
• 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
• Demonstrations amp 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
• 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
• Market amp 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

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 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.