FEMA Business Development Manager
$108,476–$184,409 year
RemoteUnited States
Job Summary
Lead growth across ICF's state and local FEMA practice by building and managing a robust pipeline of new contract vehicle pursuits and task order activations. Drive strategies to get ICF on additional on-call and IDIQ vehicles while activating existing contracts for Public Assistance, Emergency Operations Center support, and emergency preparedness planning services. Own the defined pipeline from early identification through contract award, providing strategic guidance on qualification, prioritization, and bid/no-bid decisions to monitor performance against an annual $10M sales target. Develop go-to-market strategies for target states and localities by mapping existing contract vehicles and identifying gaps in FEMA program funding. Build trusted relationships with state emergency management directors, local government managers, and FEMA regional staff to position ICF as the go-to partner for disaster response and preparedness. Collaborate with delivery leads, subject matter experts, and proposal teams to ensure capture intelligence and client insights support high-quality, winning proposals.
Required Qualifications
- Bachelor's degree in emergency management, public administration, business, communications, or a related field
- 3+ years of direct experience supporting FEMA programs
- Demonstrated expertise in FEMA Public Assistance
- 1+ years of business development experience in state and local government markets
- Demonstrated track record of winning new contracts and task orders
- Experience with state and local on-call/IDIQ contracting vehicles
- Proven ability to lead pursuits from early identification through award using structured, disciplined capture and proposal methodologies
- Strong professional network within the state and local emergency management community
- Demonstrated experience leading cross-functional teams and managing geographically diverse stakeholders
- Excellent written communication skills
- Experience authoring proposal narratives, white papers, or presentations
- Proficiency in MS Office applications and CRM tools (e.g., Dynamics, Salesforce)
- Willingness and ability to travel as needed for client meetings, conferences, and post-disaster deployments
- Valid U.S. driver's license
Desired Qualifications
- Master's degree in emergency management, public administration, or a related field
- Experience working in or for a state emergency management agency, county/city emergency management office, or FEMA region
- Track record of leading and winning pursuits of $10M+ in total contract value
- Knowledge of complementary FEMA programs including HMGP, BRIC, Individual Assistance, and preparedness grant programs
- PMP certification or emergency management credential (e.g., CEM, CHPP)
- Familiarity with federal and state procurement cycles and funding timelines for FEMA-funded programs
- Background in one or more adjacent sectors: hazard mitigation, resilience planning, disaster recovery, climate adaptation, or infrastructure
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