FEMA Business Development Manager

About this role

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   $10 M and   obtain ing   p ositions on   target   state and   local on-cal l   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   F EMA 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

Similar jobs

• Federal Business Development Manager — Latitudeinc · Remote
• Federal-Business Development Representative — Forwardnetworks · VA / Washington DC area
• Emergency Management Program Manager — Waymo · Mountain View, CA, USA; San Francisco, CA, USA; Tempe, AZ, USA
• Director of Business Development, Federal — Censys · Washington, D.C. or DMV Area
• Emergency Management Program Manager - Emergency Management — Washington University in St. Louis · Washington University Medical Campus
• Disaster Workforce Engagement Manager — American Red Cross · Phoenix, AZ
• Business Development Manager, Defense — Whisperaero · Nashville, Tennessee, United States
• Local Business Development Manager — Newsbreak · Mountain View, California, United States