Young med/surg sales representatives are entering the industry with fresh perspectives, but many are discovering that the role is far more complex – and rewarding – than they initially imagined.
While some were inspired by family members in the profession and others were drawn by a desire to make an impact in healthcare without pursuing a clinical career, all found themselves attracted to a role centered on relationships, problem-solving and service.
What originally drew you into med/surg sales?
Elise Mancabelli: I had been drawn to healthcare, but during my college years, I realized I was better suited in a business and consulting environment than a clinical one. After speaking with several medical distribution sales professionals, I realized I could make a tangible, positive impact on patient outcomes by acting as a consultant for practitioners, which is what ultimately led me to this career path.
Matisyn Schaut: It has always been my professional goal to be in healthcare, though I was initially undecided on the specific capacity. My perspective was shaped by my mother, who has been in the medical sales industry for 17 years. Growing up, I saw firsthand that this career is about much more than just a transaction; it is about solving complex problems for providers. I was particularly inspired by the autonomy of the role. I enjoy being out in the field, meeting customers face-to-face and serving as a reliable partner in their daily operations. It was clear to me that this role offers the perfect balance of relationship-building and meaningful service.
Luke Kuna: My dad worked with Midmark for 46 years, so med/surg sales was something I was exposed to from the time I was a kid. I used to listen in on his sales calls and mimic his mannerisms and phrases because I thought it was the coolest thing in the world that he got to travel, build relationships and truly become part of his customers’ and reps’ lives. Watching the way he supported our family through his career gave me a tremendous amount of respect for him, and from a young age I knew I wanted to follow a similar path.
What impacted me most, though, wasn’t just the business side; it was the people. His team looked up to him the same way I did, and they always treated our family like their own. The moment I truly realized this was the career I wanted came when every member of his team took time away from their own families to fly to Seattle and participate in the STP bike ride in support of my brother Jack, who has Prader-Willi syndrome. Seeing that level of camaraderie, resilience and compassion left a lasting impression on me. They were by no means trained cyclists, but every one of them pushed themselves to ride all 210 miles in two days in support of my brother.
From that point on, I knew I wanted to build a career surrounded by people like that. I specifically hoped to join Midmark after college, and because turnover is so low, I waited nearly four years for the right opportunity. When the opening finally came up, my wife and I moved 4,000 miles from Seattle to Charleston. We haven’t looked back since.
Melissa Spero: My path to Henry Schein was driven by a desire to return to the industry, which I had experienced previously as a dental office team member. I remember our Henry Schein rep visiting the office; even then, I was impressed by their ability to manage complex operations and act as a true extension of our team. When I relocated to the Baltimore area from the Carolinas, I wanted to pivot back to that environment. I wasn’t just looking for a job; I was looking for the opportunity to provide that same level of expertise and partnership to customers. I feel fortunate that it worked out, as it has allowed me to turn that early curiosity into a career focused on supporting the success of our practitioners.
Liam Rohlsson: Healthcare sales stood out as a challenging and meaningful long-term career path. It’s an industry that will always be essential, and one that still relies heavily on in-person relationships, critical thinking and adaptability – characteristics that are increasingly valuable as technology like AI reshapes other fields.
I was also drawn to the autonomy. In my previous roles, I enjoyed managing my own schedule, traveling and taking ownership of my performance. Medical sales elevates those aspects of responsibility – for my accounts, relationships and results. That level of ownership appealed to me.
Beyond that, I’ve always been someone who enjoys leadership and collaboration. Through years of playing rugby, I learned how to navigate team dynamics, bring people together and lead in high-pressure situations. Those experiences translated naturally into a field where success depends on building trust across diverse groups of people. I also recognized early that I will never stop learning in this industry, and that challenge motivated me to pursue this career.
During your first year in the industry, what surprised you most?
Mancabelli: The sheer scope of the healthcare landscape was the most eye-opening aspect. As a patient, you don’t realize the volume of supplies, specialized services and clinical workflows required for even the most routine office visit. Seeing the level of detail that goes into every procedure gave me a much deeper appreciation for the vital role we play as partners in keeping those facilities running smoothly.
Spero: I was initially surprised by the depth of knowledge required to be truly effective in this role. I wanted to master everything immediately. However, the most rewarding part of my first year has been the mentorship I’ve received. My more experienced colleagues were quick to share that this is a career of lifelong learning. Their perspective taught me that the value we bring to a customer isn’t about having an immediate answer for everything; it’s about the dedication to finding the right solution and acting as a committed resource for our practitioners.
Schaut: My perspective as a patient has shifted entirely. Now, when I walk into a medical facility, I recognize the intricate infrastructure happening behind the scenes, whether that’s specific analyzers being used or the supply chain logistics that keep the office efficient. It’s fascinating how your brain shifts from seeing a standard visit to seeing an ecosystem of opportunities to support the provider. I’ve learned that there is an entire world of essential operations that patients never see, and it is incredibly rewarding to play a part in managing that complexity for our customers.
Kuna: One misconception I had coming into med/surg sales was how much of a long game it really is. Before joining Midmark, I worked in real estate, where you can sometimes meet someone for the first time and close a deal within days or weeks. In healthcare, many of the projects we work on start years before a building is ever completed. We’re often involved from the very first conversations around a future clinic or expansion project that may not come to life for another three or four years. I quickly learned that the earlier you build trust and establish yourself as a resource, the greater impact you can have long term.
Another thing that surprised me was how much of this business is really an insight. Early on, I thought success would mostly come from learning product features/benefits, but I realized very quickly that features alone rarely move people. What matters is being able to explain the “why” behind a product and the real-world impact it has on clinicians, staff and patients.
Anyone can say an exam chair lowers to 15 inches or supports 650 pounds – but why does that matter? How does that affect accessibility, safety, caregiver workflow or patient dignity? The same goes for room design decisions like cabinet heights, workstation placement or proper vitals acquisition. Every product has a story behind it, and the reps who can connect that insight to a customer’s daily challenges are the ones who create lasting impact.
Rohlsson: The level of urgency was the biggest surprise. In many situations, customers need solutions immediately – often faster than I initially anticipated. It’s a fast-paced environment where responsiveness and follow-through are critical.
I also quickly learned that being a strong salesperson isn’t enough on its own. Account management is a huge part of the job. I’m managing multiple stakeholders, timelines and priorities at once, and staying organized is essential. At the same time, deals in healthcare often take months to close, so I have to balance urgency with patience. That balance took some adjustment. At the beginning, it was tempting to go after immediate results, but I’ve learned the importance of consistently nurturing relationships over time. Sustainable success in this field comes from staying engaged, regularly delivering value and not burning out in the process.
Transferable skills
Before entering healthcare, Liam Rohlsson took on roles that put him through what he likes to call a “sales bootcamp.” He worked in retail and brand marketing environments, primarily in high-volume settings like wholesale clubs.
The pace was relentless. Rohlsson regularly worked 60- to 70-hour weeks, learned new products in just a couple of days and interacted with hundreds of customers daily. “Over about a year and a half, I estimate I spoke with more than 100,000 people,” he said. “That kind of repetition brought me sales experience that just couldn’t be replicated in a classroom or other environment.”
Rohlsson said many of the skills that made him successful early in his career are just as valuable in his current role with Cardinal Health.
- Make every first impression count. Retail taught him to quickly establish credibility, communicate value and earn trust – skills that are equally important when clinicians have only a few minutes to talk.
- Read the room. Just as he once gauged shoppers’ needs by what was in their carts, Rohlsson now tailors conversations based on whether he’s speaking with a surgeon, OR nurse or supply chain leader.
- Respect people’s time. Busy healthcare professionals appreciate concise, purposeful conversations. Delivering the right message efficiently helps build stronger relationships.
- Learn fast and adapt. High-volume retail required mastering new products quickly and interacting with hundreds of customers each day, preparing him to stay agile in the fast-paced healthcare environment.