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   $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, 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.

Working at ICF
ICF is a global advisory and technology services provider, but we’re not your typical consultants. We combine unmatched expertise with cutting-edge technology to help clients solve their most complex challenges, navigate change, and shape the future.

We can only solve the world's toughest challenges by building a workplace that allows everyone to thrive. We are an equal opportunity employer .   Together, our employees are empowered to share their   expertise   and collaborate with others to achieve personal and professional goals. For more information, please read our  EEO   policy.

We will consider for employment 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  [email protected]  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 righ t s   or our benefit offerings which are included in the  Transparency in (Benefits) Coverage   Act.

Candidate AI Usage Policy
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.

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)