FEMA Business Development Manager
Disaster Management | State & Local Markets
Location: Remote (United States)
Travel: Travel required;anticipated60–75%
About the Role
ICF 's Disaster Management division is seeking a FEMA Business Development Manager to lead growth across our state and localgovernmentFEMA practice. This dedicated seller role focuses on two core objectives: getting ICF on additional state and local on-call and IDIQ contractvehicles, andactivating 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 proventrack recordin business development. The ideal candidate has strong roots in the state and local emergency management community and understands how state and local governmentsprocureand 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
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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.
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Proactivelyidentifyand qualifyon-call/IDIQ contracting opportunities where ICF is not currently represented and develop strategies to get ICF on those vehicles.
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Drive task order activation strategies under existing state and local on-call contracts for FEMA PA, EOC operations, and emergency preparedness planning services.
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Providestrategic guidance on opportunity qualification, prioritization, bid/no-bid decisions, and capture planning.
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Maintain disciplined pipeline governance — forecasting, reviews, and compliance with ICF sales processes — and monitor performance against an annual sales target of$10M andobtainingpositions ontargetstate andlocal on-callcontracts.
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Adjust pursuit strategy in real time to improve pipeline quality, conversion rates, and win probability.
Client and Partner Relationship Management
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Develop and sustain trusted relationships with state emergency management directors, local government emergency managers, FEMA regional staff, and other key decision-makers.
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Position ICF as the go-to partner for FEMA-funded programs including Public Assistance, EOC support, and preparedness and response planning.
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Engage in conferences and industry events — includingNEMA,IAEM,FEMA regional workshopsand state emergency management association events — to generate leads andmaintainvisibility.
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Build andmaintainteaming partnerships with complementary firms to strengthen competitive positioning on large, complex pursuits.
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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
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Develop and execute go-to-market strategies for target states and localities, including mapping existing ICF contract vehicles,identifyinggaps, and prioritizing high-value opportunities.
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Monitor FEMA policy, program, and funding changes — including PA program reforms, BRIC, HMGP, preparedness grants, and disaster declarations — toanticipateand shape opportunities.
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Collaborate with leadership to develop competitive intelligence and inform pursuit prioritization and win strategy.
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Contribute to bid strategy, value proposition development, and win themes f