FEMA Business Development Manager

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 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. 

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. 

At ICF, we are committed to ensuring a fair interview process for all candidates based on their own skills and knowledge. As part of this commitment, the use of artificial intelligence (AI) tools to generate or assist with responses during interviews (whether in-person or virtual) is not permitted. This policy is in place to maintain the integrity and authenticity of the interview process.  

However, we understand that some candidates may require accommodation that involves the use of AI. If such an accommodation is needed, candidates are instructed to contact us in advance at [email protected]. We are dedicated to providing the necessary support to ensure that all candidates have an equal opportunity to succeed.