Description:
The FMS & Defense Director's role is to drive business development, sales growth, and strategic relationships within the U.S. Department of Defense (DoD-DOW), Foreign Military Sales (FMS), Direct Commercial Sales (DCS), allied governments, defense contractors, and military procurement organizations.
The individual in the role must possess a strong understanding of defense acquisition processes, military logistics, government contracting, and the FMS/DCS environment. This individual will be responsible for identifying opportunities, cultivating relationships, and generating new business within the defense and government sectors.
Essential Duties and Responsibilities
Business Development & Sales
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Develop and execute a strategic sales plan focused on military, defense, and government customers
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Identify and pursue opportunities involving:
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Foreign Military Sales (FMS)
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Direct Commercial Sales (DCS)
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U.S. Department of Defense programs
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Defense contractors and subcontractors
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Allied government procurement agencies
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Generate qualified leads and maintain a robust sales pipeline
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Meet or exceed annual revenue and profitability targets
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Develop and maintain a pipeline of opportunities with defense contractors, military commands, government agencies, and international military customers
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Conduct customer visits, presentations, and business development meetings throughout the Washington, D.C. region and beyond
Relationship Management
Establish, nurture, and grow long-term strategic relationships that directly support the shaping and expansion of FMS and DCS business across allied nations, diplomatic missions, and host nation defense organizations. Specific relationship responsibilities include:
Defense Attaché Offices (DAOs)
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Cultivate and maintain active relationships with Defense Attachés and Assistant Defense Attachés representing allied and partner nations stationed in Washington, D.C. and the National Capital Region
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Serve as a trusted point of contact for allied DAO personnel seeking U.S. defense equipment, logistics support, and sustainment solutions
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Monitor DAO engagement to identify emerging requirements, priority acquisition interests, and near-term procurement timelines
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Leverage DAO relationships to shape early-stage requirements and position the company's capabilities ahead of formal solicitations or Letters of Request (LORs)
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Coordinate introductions and engagements between DAO personnel and internal subject matter experts, program managers, and technical staff
Allied Nation Governments & Military Procurement Agencies
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Develop and sustain relationships with procurement officials, military end-users, and program managers within allied and partner nation defense ministries and armed forces
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Engage allied nation representatives to understand national defense priorities, modernization initiatives, and multi-year acquisition roadmaps
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Support allied customers through the FMS and DCS processes, acting as a knowledgeable resource on U.S. government contracting procedures, security assistance frameworks, and Foreign Military Financing (FMF) mechanisms
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Work collaboratively with U.S. government Security Cooperation Officers (SCOs) and in-country Military Groups (MILGROUPs) to advance allied customer relationships and business opportunities
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Identify and track allied nation budget cycles, parliamentary approvals, and defense funding windows to align outreach and proposal activity accordingly
Host Nation Offices & In-Country Defense Organizations
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Build and maintain relationships with host nation defense offices, joint staffs, and acquisition authorities in key partner countries to support DCS-focused pursuits
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Coordinate with company representatives, agents, and teaming partners operating in-country to ensure consistent messaging, compliant engagement practices, and coordinated capture strategies
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Understand and navigate host nation procurement regulations, offset requirements, industrial participation obligations, and local content expectations that impact DCS pursuits
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Participate in country visits, defense exhibitions, and bilateral defense cooperation events to deepen host nation engagement and visibility
U.S. Government Security Cooperation & FMS Community
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Maintain relationships with key stakeholders within the Defense Security Cooperation Agency (DSCA), relevant Program Executive Offices (PEOs), Security Assistance Management Directorates (SAMDs), and the Office of Defense Cooperation (ODC) network
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Engage with U.S. Embassy defense teams and Security Cooperation Organizations (SCOs) to stay current on allied nation priorities and to support coordinated engagement efforts
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Build rapport with DoD case managers, contracting officers, and logisticians involved in administering active FMS cases to ensure program performance and customer satisfaction
Defense Contractors & Industry Partners
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Establish and maintain relationships with prime contractors, integrators, and subcontractors pursuing FMS and DCS programs that present teaming or subcontracting opportunities
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Collaborate with industry partners to develop joint solutions, coordinate proposal strategies, and present a unified capability set to allied and host nation customers
Relationship Development Activities
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Represent the company at allied nation embassy events, defense industry forums, AUSA, DSA, DVD, and other relevant domestic and international defense exhibitions
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Prepare and deliver executive-level briefings, capability presentations, and relationship cultivation materials tailored to allied nation and DAO audiences
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Maintain detailed relationship records in the company CRM system, documenting key contacts, engagement history, opportunity linkages, and follow-up actions
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Provide leadership with regular reporting on the health of allied nation and DAO relationships and their connection to pipeline development and revenue forecasting
Requirements:
Qualifications & Skill Requirements
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Bachelor's degree in Business, International Relations, Political Science, Military Studies, Supply Chain Management, or a related field
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5+ years of experience in defense, military, government contracting, logistics, transportation, freight forwarding, or FMS-related sales
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Existing network within the defense community and Washington, D.C. metropolitan area
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Strong understanding of:
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Foreign Military Sales (FMS)
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Direct Commercial Sales (DCS)
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U.S. Government acquisition processes
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Defense procurement cycles
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Military logistics and supply chain operations
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Preferred
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Prior military service
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Experience working with:
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Defense logistics
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Security cooperation programs
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International military programs
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Aerospace and defense contractors
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Government transportation and supply chain operations
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Active security clearance or ability to obtain one
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Experience with ITAR, EAR, military packaging, freight forwarding, or government transportation programs
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Intermediate skills with Microsoft Office products
Key Competencies
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Exceptional communication, presentation, and relationship-building skills.
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Ability to plan and effectively set priorities for implementation
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Excels at meeting deadlines and demonstrates superior time management skills
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Natural ability to multi-task in a fast-paced work setting with a strong attention to detail
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Extremely well organized and detail-oriented with the ability to handle multiple tasks simultaneously
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Ability to relate to and successfully interact across a variety of settings and work well with a broad and diverse workforce throughout the organization
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Highly motivated team player with an outgoing and positive work attitude
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Proven analytical and problem-solving skills in a time-sensitive, logistics environment
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Demonstrates ability to work in a client-centric setting
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Ability to be flexible as priorities shift
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Consistent in follow-up and follow-through
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Credible with a high level of personal integrity
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Adaptive to ICAT’s core values
Physical Demands and Work Environment:
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Most work is performed indoors in an office setting
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Flexible approach to work, due to clients’ needs and project support requirements
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Regularly use hands to type, handle, or feel
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Required to use close, distance, color, and peripheral vision, depth perception and can focus
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Must have clear, easy to understand oral communication ability
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Ability to push, pull, lift, carry, or maneuver weights up to 20 pounds
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Ability to sit for prolonged periods. May occasionally need to stoop, climb, or squat
Supervisory Responsibilities: No
Travel Requirement: Up to 50%
Some travel required (by air and/or car) to support multi-site, national operations.
Salary Range: $125,000 - $150,000
