Why It’s So Hard to Hire in Medical Devices Right Now

Hiring in medical devices has become more difficult over the past year, especially across sales and clinical-facing roles. It’s not that candidates have disappeared. It’s more that the way people move jobs, and what they expect when they do, has shifted.

From conversations we’ve had at Zenopa, most of the challenges come down to a mix of candidate caution, changing role expectations, and pressure on teams to deliver quickly.

Candidates aren’t moving as easily:

There are still experienced sales reps and clinical specialists in the market, but fewer are actively looking. A lot of people are staying where they are unless a role feels clearly better than what they already have.

That usually comes down to practical things. Territory matters more than it used to. Candidates want to understand what they’re walking into, whether accounts are established, how much travel is involved, and what support is in place. If those details are unclear, it can slow things down or stop the process altogether.

We’re also seeing more counteroffers. It’s quite common for candidates to get part way through a process and then reconsider once their current employer steps in.

The day-to-day of the role is a factor:

Commercial roles in medical devices can be demanding in ways that aren’t always obvious at first. Time in theatre, early starts, last-minute schedule changes, and the need to build relationships with clinicians all come with pressure.

For someone already in the sector, that’s expected. For candidates moving in from outside, it can feel like a step into the unknown. That’s where some processes fall away, particularly if the role hasn’t been explained in a realistic way.

At the same time, many hiring managers are looking for people who can contribute straight away. That often means previous experience in a similar product area or environment, which naturally limits the pool.

Expectations don’t always line up:

A common issue is a gap between how a role is presented and what it actually involves.

Some positions are described as growth opportunities, but in practice they involve rebuilding underperforming territories or working with limited internal support. Candidates tend to pick up on that during interviews, and it can change how they view the opportunity.

On the other side, candidates sometimes expect a level of structure that isn’t there, particularly in smaller teams or businesses going through change. That mismatch can slow hiring down or lead to offers being declined.

Processes can lose momentum:

The hiring process itself can also create friction. Delays between stages, unclear feedback, or changes in direction internally can all affect how a role is perceived.

In a market where strong candidates are often speaking to more than one company, timing matters. If a process drifts, there’s a good chance the candidate will move on.

Taking a more grounded approach:

The companies that are having more success tend to keep things simple and realistic. Clear information about the territory, expectations, and support structure makes a difference early on.

There’s also more openness to different types of candidates. Some businesses are focusing on transferable skills rather than direct like-for-like experience, particularly when the ideal background is hard to find.

Working with a medical device recruiter can help bring some clarity to this. As a life science recruiter, Zenopa spends a lot of time speaking to candidates who aren’t applying for roles but are open to the right move. That gives a clearer sense of what people are actually looking for and where they’re willing to be flexible.

A clearer way forward:

Hiring in medical devices isn’t impossible right now, but it does require a more considered approach.

Understanding how candidates are thinking, being realistic about what the role offers, and keeping the process moving all play a part. For teams under pressure to grow, having that insight upfront can make the difference between a long search and a hire that actually works.

For more information, visit the Medical Device Recruitment page or get in touch!