FEMA Business Development Manager

ICF Olson; United States; Remote; USD 108,000 - 184,000; Full time

Job summary

ICF Olson is seeking a FEMA Business Development Manager to lead growth in state and local FEMA practice. You will own opportunities from early identification through award, partnering with delivery leads, SMEs, and proposal teams.

The role emphasizes strategic planning, relationship building with state emergency management directors and FEMA staff, and pursuit of multi‑million contracts. Travel to client sites is required.

Qualifications

• Bachelor's degree or higher in a related field.
• 3+ years of direct FEMA program experience with BD in state/local markets.
• Proven track record of leading pursuits from identification to award.
• Strong professional network in state/local emergency management.
• Willingness to travel; valid U.S. driver's license.

Responsibilities

• Build and manage a robust pipeline of state/local FEMA opportunities and on-call/IDIQ contracts.
• Identify and pursue opportunities where ICF is not represented; create entry strategies.
• Lead task order activation under existing state/local on-call contracts for FEMA PA, EOC, and preparedness services.
• Provide guidance on qualification, prioritization, bid/no-bid, and capture planning.
• Maintain pipeline governance and monitor against a $10M annual sales target.

Skills

FEMA program knowledge

BD leadership

Sales strategy

Relationship management

Public sector communication

Education

Bachelor's degree in emergency management/public administration/business/communications

Master's degree (preferred)

Tools

MS Office

CRM tools (Dynamics, Salesforce)

Job description

Disaster Management | State & Local Markets Location: Remote (United States) Travel: Travel required; anticipated 60–75%

About the Role

ICF's Disaster Management division is seeking a FEMA Business Development Manager to lead growth across our state and local government FEMA practice. This dedicated seller role focuses on two core objectives: getting ICF on additional state and local on‑call and IDIQ contract vehicles, and activating task orders under existing contracts to deliver FEMA Public Assistance (PA), Emergency Operations Center (EOC) support, and response and emergency preparedness planning services. This is a high‑impact, client‑facing role for a disciplined and energetic sales leader who combines deep FEMA technical knowledge with a proven track record in business development. The ideal candidate has strong roots in the state and local emergency management community and understands how state and local governments procure and manage FEMA‑funded services. You will own a defined pipeline of opportunities from early identification through contract award, working closely with delivery leads, subject matter experts, proposal teams, and marketing to shape and win work that aligns with ICF's capabilities and growth priorities. This role carries an annual sales target and offers significant autonomy, visibility, and the opportunity to shape how ICF partners with state and local agencies on some of the most pressing emergency management challenges of our time.

Key Responsibilities

• Pipeline Development and Management 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.
• Client and Partner Relationship Management 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.
• Strategy Development 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.
• Proposal Support 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.
• Team Collaboration and Development 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.
• Core Competencies Deep subject matter knowledge in FEMA programs — particularly Public Assistance, EOC operations, and emergency preparedness planning — combined with an understanding of how state and local governments procure FEMA‑funded services.
• Strategic thinker who translates FEMA policy changes, disaster declarations, and client intelligence into actionable pursuit and growth strategies.
• Strong client relationship and account leadership skills with state emergency management agencies and local government clients.
• Demonstrated ability to write persuasive, legally and programmatically accurate proposal language that resonates with public sector evaluators.
• Disciplined pipeline manager with a structured, mature approach to pursuit methodology, qualification, and forecasting.
• Effective collaborator who builds strong internal partnerships in a matrixed organization across delivery, proposals, marketing, and leadership.
• Ability to move fluidly between strategy and execution — reviewing pipeline data, writing proposal sections, and engaging clients with equal effectiveness.
• Proactive, action‑oriented communicator who closes loops quickly, manages competing priorities, and upholds governance rules.
• Strong speaking and presentation skills; able to articulate complex FEMA program solutions to executive audiences and public sector decision‑makers.
• Self‑driven and goal‑oriented with strong time management; a bias for action and for solving problems, not just identifying them.

Required Qualifications

• 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) and 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.

Preferred 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.

Equal Opportunity and Accommodations

We are an equal opportunity employer. We will consider qualified applicants with arrest and conviction records. Reasonable accommodations are available, including, but not limited to, for disabled veterans, individuals with disabilities, and individuals with sincerely held religious beliefs, in all phases of the application and employment process. To request an accommodation, please email [e-mail] and we will be happy to assist. All information you provide will be kept confidential and will be used only to the extent required to provide needed reasonable accommodations. Read more about workplace discrimination rights or our benefit offerings which are included in the Transparency in (Benefits) Coverage Act.

Pay Range

There are multiple factors that are considered in determining final pay for a position, including, but not limited to, relevant work experience, skills, certifications and competencies that align to the specified role, geographic location, education, and certifications as well as contract provisions regarding labor categories that are specific to the position. The pay range for this position based on full‑time employment is: $108,476.00 - $184,409.00 Nationwide Remote Office (US99)

About ICF

ICF is a global consulting and technology services company with approximately 9,000 employees, but we are not your typical consultants. At ICF, business analysts and policy specialists work together with digital strategists, data scientists and creatives. We combine unmatched industry expertise with cutting‑edge engagement capabilities to help organizations solve their most complex challenges. Since 1969, public and private sector clients have worked with ICF to navigate change and shape the future. Learn more at icf.com.