Federal Government Market Director

Job Summary

Medline is expanding our government team. The ideal candidate will identify, manage, and position Medline to increase and advance sales goals through the Federal Agencies, Indian Health, Bureau of Prisons, Health and Human Services to name a few. Will be the Direct Responsible Individual (DRI) for the channel’s daily evolutions, from sales and operational performance to contract execution and strategic relationships. This position will also sometimes act as the liaison for Medline’s Small Business Partnerships. Develops and executes successful strategies that benefit the Government Customer and sell Medline products and solutions. Collaborates with all product divisions and sales channels to drive value and revenue growth, positioning Medline for long-term success. Elevates Medline’s presence and brand recognition within the government by establishing influential relationships with key stakeholders. Implement and drive strategies, objectives, policies, and procedures that conform within contract compliance through local account reps and sales leadership to increase sales and profitability objectives while strengthening and reinforcing the Medline Brand and value proposition.

Job Description

Responsibilities:

• Develop sales strategies and objectives for account growth within designated customers/contract(s)
• Direct all activities related to designing and implementing plans to realize business growth objectives.
• Knowledge of government bid process and contracting regulations, including the Federal Acquisition Regulations (FAR) and similar federal regulations. 
• Strong Federal and political acumen, including contract negotiation skills and understanding of the Federal customer’s needs and objectives.
• Consistent focus on actions and tactics that will produce positive sales results within the designated customers/contracts.
• Demonstrate appropriate knowledge of the Federal procurement landscape to formulate business strategies to drive revenue.
• Communicate in an organized, clear, and concise manner to effectively express ideas, plans, actions, and projects to support customer needs.
• Develop and implement a strategy for account saturation that ultimately positions Medline to compete for federal contracts.
• Adherence to company sales and pricing guidelines should include all government compliance standards.
• Work with the Account Reps, Sales Leadership, and Product Divisions to determine how to drive customer value while increasing account profitability.
• Development strategies and present RFP responses that positions Medline to compete for all industry RFI/RFPs.
• Coach and train internal and external stakeholders on "What to Sell & How to Sell it the Federal way."

Required Experience:

• Bachelor’s degree and at least 5 years sales experience OR High school diploma or equivalent and at least 8 years of sales experience.
• Experience presenting to and communicating with various audiences (ex. others with differing language, senior management and non-technical audiences).
• Experience coaching, mentoring, and/or training staff.
• Experience analyzing and reporting data in order to identify issues, trends, or exceptions to drive improvement of results and find solutions.
• Willing to travel up to 60% of the time for business purposes (within state and out of state).

Preferred Qualifications:

• Eight or more years of government sales or related Federal experience, with a track record of securing or managing government contracts, particularly with DLA, DOD, VA, or affiliated federal agencies.
• At least ten years of experience managing Large National Accounts, developing strategies, motivating, and educating people.
• Prior Military Service
• Medical experience, logistics or clinical

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 a more comprehensive list of our benefits please click here. For roles where employees work less than 30 hours per week, benefits include 401(k) contributions as well as access to the Employee Assistance Program, Employee Resource Groups and the Employee Service Corp.

Every day, we’re focused on building a more diverse and inclusive company, one that recognizes, values and respects the differences we all bring to the workplace. From doing what’s right to delivering business results, together, we’re better. Explore our Diversity, Equity and Inclusion page here.

Medline Industries, LP is an equal opportunity employer. Medline evaluates qualified applicants without regard to race, color, religion, gender, national origin, age, sexual orientation, gender identity or expression, protected veteran status, disability/handicap status or any other legally protected characteristic.