VP Field Sales Federal Government

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.