VP Field Sales Federal Government

Medline Industries, LP • Northfield, IL

4d • $177,000 - $266,000

About The Position

The Vice President Field Sales Federal Government leads Medline’s Federal Government business and is accountable for its growth, financial performance, and market strategy. The role oversees the business from opportunity development through contract execution, balancing growth objectives with the requirements and risks of doing business with federal agencies. This leader works across Medline to align the resources and capabilities needed to serve federal customers and build the business for the long term.

The position sets strategy, growth priorities, market positioning, investment priorities, and performance objectives for the Federal Government business, aligning its business plan with Medline enterprise objectives. It owns financial performance and leads federal opportunity capture, contract portfolio oversight, compliance and risk governance, and organizational development. It also represents the business with executive leadership on growth strategies, major opportunities, competitive positioning, enterprise risk, and long-term market direction.

The role requires a bachelor’s degree in business or marketing and at least 12 years of progressive experience in federal government sales, business development, capture management, contracting, compliance, or a related area, including at least 7 years of leadership experience. The position requires travel up to 50% for business purposes, within state and out of state. The anticipated annual salary range is $177,000 to $266,000; the role is bonus and/or incentive eligible. Medline offers a competitive total rewards package, continuing education and training, and benefits for employees working 30 or more hours per week on average.

Requirements

• Bachelor’s degree in business or marketing.
• At least 12 years of progressive experience in federal government sales, business development, capture management, contracting, compliance, or a related area.
• At least 7 years of leadership experience.
• Demonstrated experience leading a federal business or significant federal market portfolio with responsibility for growth, financial performance, strategic pursuits, and complex federal contracts.
• Ability to travel up to 50% of the time for business purposes, within state and out of state.

Nice To Haves

• Prior military experience.

Responsibilities

• Set the Federal Government business strategy, growth priorities, market positioning, investment priorities, and performance objectives, aligning the business plan with Medline enterprise objectives.
• Own the business’s growth and financial performance, including revenue, gross margin, operating expenses, investment prioritization, and annual P&L objectives.
• Identify and pursue strategic growth opportunities through federal contracts, private label initiatives, partnerships, teaming arrangements, and other approved federal contracting structures.
• Monitor legislative, regulatory, acquisition, and budget developments and translate insights into actionable business strategies.
• Translate federal market opportunities and contract strategies into commercial priorities, partnering with sales leadership to coordinate execution.
• Oversee the federal opportunity lifecycle, from opportunity identification through capture, proposal development, award, implementation, and contract expansion.
• Establish and lead a disciplined capture-management process, including opportunity qualification, competitive assessments, forecasting, resource allocation, and executive reviews.
• Direct bid/no-bid decisions, acquisition strategies, pricing approaches, and competitive positioning for strategic federal opportunities.
• Develop and maintain executive-level relationships with federal agencies, acquisition leaders, industry partners, manufacturers, and other key stakeholders.
• Lead enterprise account strategies for key federal customers, aligning customer mission priorities, Medline capabilities, and long-term growth objectives.
• Maintain executive oversight of the federal contract portfolio, including performance, renewals, recompetes, modifications, compliance obligations, and growth opportunities.
• Establish policies, processes, and operating disciplines for execution across sales, contracts, forecasting, pipeline management, and customer engagement.
• Drive accountability for contract performance, customer satisfaction, profitability, forecast accuracy, contract retention, and strategic expansion.
• Ensure adherence to the Federal Acquisition Regulation, agency supplements, socioeconomic contracting requirements, and applicable federal procurement standards.
• Partner with Legal, Compliance, Finance, Supply Chain, Operations, Manufacturing, and other functions to identify and mitigate contractual, regulatory, financial, operational, and reputational risks.
• Establish governance and executive review processes for major opportunities and escalate significant risks appropriately.
• Serve as a subject matter expert and advocate for federal-market requirements across the organization.
• Build and lead the organization needed to execute the federal strategy, establishing its structure, capabilities, and operating model as the business grows.
• Recruit, develop, retain, and succession-plan talent with expertise in federal sales, capture management, compliance, and contracting, while strengthening leadership capability and organizational depth.
• Foster cross-functional collaboration across Sales, Contracts, Legal, Compliance, Finance, Operations, Supply Chain, Manufacturing, and executive leadership.
• Establish performance metrics and operational objectives that support sustainable growth, compliance, and organizational excellence.
• Represent the Federal Government business with executive leadership on growth strategies, major opportunities, competitive positioning, enterprise risk, and long-term market direction.

Benefits

• Competitive total rewards package.
• Continuing education and training.
• Health insurance for employees working 30 or more hours per week on average.
• Life and disability benefits for employees working 30 or more hours per week on average.
• 401(k) contributions.
• Paid time off.
• For employees working less than 30 hours per week, access to the Employee Assistance Program, Employee Resource Groups, and the Employee Service Corp.

What This Job Offers

• Job Type: Full-time
• Career Level: Executive