Note: The job is a remote job and is open to candidates in USA. ICF is a global advisory and technology services provider that combines specialized expertise with technology to help clients address complex challenges. The FEMA Business Development Manager will lead growth across the state and local government FEMA practice by developing contract vehicle and task order opportunities, managing the sales pipeline, and building client and partner relationships. The role also supports capture and proposal strategies for FEMA Public Assistance, EOC support, and emergency preparedness services.
Responsibilities
- Build and manage a robust pipeline of state and local FEMA opportunities, including new contract vehicle pursuits and task order activations under existing on-call contracts
- Proactively identify and qualify on-call/IDIQ contracting opportunities where ICF is not currently represented and develop strategies to get ICF on those vehicles
- Drive task order activation strategies under existing state and local on-call contracts for FEMA PA, EOC operations, and emergency preparedness planning services
- Provide strategic guidance on opportunity qualification, prioritization, bid/no-bid decisions, and capture planning
- Maintain disciplined pipeline governance — forecasting, reviews, and compliance with ICF sales processes — and monitor performance against an annual sales target of $10M and obtaining positions on target state and local on-call contracts
- Adjust pursuit strategy in real time to improve pipeline quality, conversion rates, and win probability
- Develop and sustain trusted relationships with state emergency management directors, local government emergency managers, FEMA regional staff, and other key decision-makers
- Position ICF as the go-to partner for FEMA-funded programs including Public Assistance, EOC support, and preparedness and response planning
- Engage in conferences and industry events — including NEMA, IAEM, FEMA regional workshops and state emergency management association events — to generate leads and maintain visibility
- Build and maintain teaming partnerships with complementary firms to strengthen competitive positioning on large, complex pursuits
- Develop strategic solutions for growing relationships with key buyers and influencers at the state and local level, positioning ICF as a trusted advisor for emerging needs
- Develop and execute go-to-market strategies for target states and localities, including mapping existing ICF contract vehicles, identifying gaps, and prioritizing high-value opportunities
- Monitor FEMA policy, program, and funding changes — including PA program reforms, BRIC, HMGP, preparedness grants, and disaster declarations — to anticipate and shape opportunities
- Collaborate with leadership to develop competitive intelligence and inform pursuit prioritization and win strategy
- Contribute to bid strategy, value proposition development, and win themes for priority pursuits
- Support sales enablement initiatives including campaigns, methodology training, and effective use of AI and emerging tools across BD, capture, and proposal development
- Ensure that all capture intelligence and client insights obtained prior to RFP release are provided to the proposal team to support the development of high-quality, winning proposals
- Ensure all proposal content reflects FEMA program knowledge and speaks directly to client priorities and evaluation criteria
- Participate in oral presentations
- Be available and willing to stage and deploy post-disaster to develop relationships and pursue time-sensitive opportunities
- Reinforce consistent application of ICF’s preferred sales, capture, and pursuit methodologies, including disciplined qualification and pipeline governance
- Foster a collaborative, results-oriented culture that supports cross-functional engagement across capture, proposal, marketing, delivery, and other enterprise teams
- Drive accountability for sales goals, pipeline quality, conversion, and pursuit outcomes
- Support BD team onboarding, enablement, and continuous improvement for FEMA-specific pursuits
Skills
- Bachelor's degree in emergency management, public administration, business, communications, or a related field
- 3+ years of direct experience supporting FEMA programs, with 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, including 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, including 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 required
- 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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