Key takeaways
Fewer buyers, bigger decisions
More system-level standardization means more stakeholder complexity.
Access is earned differently
Value messaging + internal champions matter more than “drop-ins.”
Territory plans must evolve
Segment by system/IDN, not just facility count or geography.
Employers should hire for strategy
Look for reps who can navigate committees and procurement processes.
What consolidation changes
- Purchasing becomes more centralized (standardization across multiple sites).
- Stakeholder maps expand (clinical, admin, supply chain, finance, committees).
- Access shifts toward value-based conversations and proven outcomes.
- Territory “size” matters less than system influence and adoption pathways.
Territory strategy for reps
If your accounts sit within a larger system, your plan should reflect system-level priorities and adoption paths.
- Map systems/IDNs and identify decision hubs (committees, supply chain, service lines).
- Build champions at the site level AND influence upward.
- Tie messaging to outcomes: efficiency, safety, cost, utilization, standardization.
- Run a simple cadence plan: top accounts weekly, mid accounts bi-weekly, long-tail monthly.
What employers should screen for
- Ability to articulate stakeholder maps and influence strategies.
- Experience with procurement / committees / value analysis processes.
- Clear territory planning approach (segmentation + cadence + pipeline).
- Strong “deal stories” showing adoption across multiple facilities.
How MedSales Network helps
Candidates can highlight territory scope, care settings, and wins. Employers can filter talent by experience, geography, and role focus to find reps who can execute modern territory strategies.
Match on territory fit
Reduce noise and connect faster with the right profiles.