Senior Product Specialist - DUALTO System - Riyadh

8601-Johnson & Johnson Medical Saudi Arabia Limited Legal Entity; Riyadh; On-site; SAR 300,000 - 600,000; Full time

Job summary

Johnson & Johnson in Riyadh is seeking a DUALTO Capital & Clinical Specialist to drive commercial growth, clinical adoption and strategic positioning of the DUALTO Energy System. You will lead capital sales from identification through installation, collaborating with Sales, KAM, Marketing and Service.

Ideal candidates have 5+ years in medical device capital sales, strong business-case development, and the ability to engage hospital leadership in capital decisions.

Qualifications

• Minimum 5 years in medical device capital equipment sales.
• Strong capital-selling capability with value-based business cases.
• Proven negotiation skills with hospital leadership.
• Experience with biomedical engineering teams and technical stakeholders.
• Deep understanding of surgical energy science and related procedures.
• Ability to lead high-quality clinical and technical demonstrations.

Responsibilities

• Lead end-to-end DUALTO capital opportunities from targeting to conversion.
• Manage hospital stakeholders including surgeons and biomedical teams.
• Deliver demonstrations in clinical settings to drive adoption.
• Develop strategic targeting plans and collaborate on complex deals.
• Maintain expert knowledge of the surgical energy market and competition.

Skills

Business Development

Compliance Management

Customer Centricity

Customer Training

Data Savvy

Healthcare Trends

Market Knowledge

Market Research

OKRs

Organizing

Presentation Design

Problem Solving

Sales

Solutions Selling

Sustainable Procurement

Team Management

Vendor Selection

Job description

Job Details

Job Function: MedTech Sales Job Sub Function: Clinical Sales - Surgeons (Commission) Job Category: Business Enablement/Support All Job Posting Locations: Riyadh, Saudi Arabia

Company Introduction

At Johnson & Johnson, we believe health is everything. Our strength in healthcare innovation empowers us to build a world where complex diseases are prevented, treated, and cured, where treatments are smarter and less invasive, and solutions are personal. Through our expertise in Innovative Medicine and MedTech, we are uniquely positioned to innovate across the full spectrum of healthcare solutions today to deliver the breakthroughs of tomorrow, and profoundly impact health for humanity. Learn more at jnj.com.

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

• 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.
• 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 & 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 & 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.

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

Company Culture & Diversity

At Johnson & Johnson, we believe health is everything. Our strength in healthcare innovation empowers us to build a world where complex diseases are prevented, treated, and cured, where treatments are smarter and less invasive, and solutions are personal. Through our expertise in Innovative Medicine and MedTech, we are uniquely positioned to innovate across the full spectrum of healthcare solutions today to deliver the breakthroughs of tomorrow, and profoundly impact health for humanity. Learn more at https://www.jnj.com/.

Our Credo calls on us to respect the dignity of every individual and create an environment for all people to thrive.

Throughout the recruitment process - from application through hiring - we are committed to providing reasonable accommodations/adjustments for qualified candidates with disabilities.