VP Field Sales Federal Government

Job Summary

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.

Strategic Leadership & Growth

• Set the strategy, growth priorities, market positioning, investment priorities, and performance objectives for the Federal Government business, aligning the business plan with Medline enterprise objectives.
• Own the growth and financial performance of the Federal Government business, including revenue, gross margin, operating expenses, investment prioritization, and achievement of 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 clear commercial priorities, partnering with sales leadership to drive coordinated execution across the organization.

Federal Sales, Capture Management & Business Development

• 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, ensuring alignment between customer mission priorities, Medline capabilities, and long-term growth objectives.

Contract Portfolio & Operational Performance

• Maintain executive oversight of the federal contract portfolio, including performance, renewals, recompetes, modifications, compliance obligations, and growth opportunities.
• Establish policies, processes, and operating disciplines that ensure consistent 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.

Risk, Compliance & Governance

• Ensure adherence to the Federal Acquisition Regulation (FAR), 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.

Leadership & Organizational Development

• Build and lead the organization required to execute the federal strategy, establishing the structure, capabilities, and operating model needed 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.

Education

Bachelor’s degree in business or marketing.

Work Experience

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. Demonstrated experience leading a federal business or significant federal market portfolio with responsibility for growth, financial performance, strategic pursuits, and complex federal contracts. Prior military experience is a plus. Position requires travel up to 50% of the time for business purposes, within state and out of state.

Medline Industries, LP, and its subsidiaries, offer a competitive total rewards package, continuing education & training, and tremendous potential with a growing worldwide organization.

The anticipated salary range for this position

$177,000.00 - $266,000.00 Annual

The actual salary will vary based on applicant’s location, education, experience, skills, and abilities. This role is bonus and/or incentive eligible. Medline will not pay less than the applicable minimum wage or salary threshold.

Our benefit package includes health insurance, life and disability, 401(k) contributions, paid time off, etc., for employees working 30 or more hours per week on average. For roles where employees work less than 30 hours per week, benefits include 401(k) contributions, paid time off, as well as access to the Employee Assistance Program, Employee Resource Groups and the Employee Service Corp. For a more comprehensive list of our benefits please click here .

We’re dedicated to creating a Medline where everyone feels they belong and can grow their career. We strive to do this by seeking diversity in all forms, acting inclusively, and ensuring that people have tools and resources to perform at their best. Explore our Belonging page here .

Medline Industries, LP is an equal opportunity employer. Medline evaluates qualified individuals without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, age, disability, neurodivergence, protected veteran status, marital or family status, caregiver responsibilities, genetic information, or any other characteristic protected by applicable federal, state, or local laws.