Director, Foreign Military Sales & Defense Growth

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 Develop and execute a strategic sales plan focused on military, defense, and government customers Identify and pursue opportunities involving: Foreign Military Sales (FMS) Direct Commercial Sales (DCS) U.S. Department of Defense programs Defense contractors and subcontractors Allied government procurement agencies Generate qualified leads and maintain a robust sales pipeline Meet or exceed annual revenue and profitability targets Develop and maintain a pipeline of opportunities with defense contractors, military commands, government agencies, and international military customers Conduct customer visits, presentations, and business development meetings throughout the Washington, D.C. region and beyond Relationship Management Responsibilities 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) 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 Serve as a trusted point of contact for allied DAO personnel seeking U.S. defense equipment, logistics support, and sustainment solutions Monitor DAO engagement to identify emerging requirements, priority acquisition interests, and near-term procurement timelines Leverage DAO relationships to shape early-stage requirements and position the company's capabilities ahead of formal solicitations or Letters of Request (LORs) Coordinate introductions and engagements between DAO personnel and internal subject matter experts, program managers, and technical staff Allied Nation Governments & Military Procurement Agencies Develop and sustain relationships with procurement officials, military end-users, and program managers within allied and partner nation defense ministries and armed forces Engage allied nation representatives to understand national defense priorities, modernization initiatives, and multi-year acquisition roadmaps 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 Work collaboratively with U.S. government Security Cooperation Officers (SCOs) and in-country Military Groups (MILGROUPs) to advance allied customer relationships and business opportunities 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 Build and maintain relationships with host nation defense offices, joint staffs, and acquisition authorities in key partner countries to support DCS-focused pursuits Coordinate with company representatives, agents, and teaming partners operating in-country to ensure consistent messaging, compliant engagement practices, and coordinated capture strategies Understand and navigate host nation procurement regulations, offset requirements, industrial participation obligations, and local content expectations that impact DCS pursuits 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 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 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 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 Establish and maintain relationships with prime contractors, integrators, and subcontractors pursuing FMS and DCS programs that present teaming or subcontracting opportunities 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 Represent the company at allied nation embassy events, defense industry forums, AUSA, DSA, DVD, and other relevant domestic and international defense exhibitions Prepare and deliver executive-level briefings, capability presentations, and relationship cultivation materials tailored to allied nation and DAO audiences Maintain detailed relationship records in the company CRM system, documenting key contacts, engagement history, opportunity linkages, and follow-up actions 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 Bachelor's degree in Business, International Relations, Political Science, Military Studies, Supply Chain Management, or a related field 5+ years of experience in defense, military, government contracting, logistics, transportation, freight forwarding, or FMS-related sales Existing network within the defense community and Washington, D.C. metropolitan area Strong understanding of: Foreign Military Sales (FMS) Direct Commercial Sales (DCS) U.S. Government acquisition processes Defense procurement cycles Military logistics and supply chain operations Preferred Prior military service Experience working with: Defense logistics Security cooperation programs International military programs Aerospace and defense contractors Government transportation and supply chain operations Active security clearance or ability to obtain one Experience with ITAR, EAR, military packaging, freight forwarding, or government transportation programs Intermediate skills with Microsoft Office products Key Competencies Exceptional communication, presentation, and relationship-building skills. Ability to plan and effectively set priorities for implementation Excels at meeting deadlines and demonstrates superior time management skills Natural ability to multi-task in a fast-paced work setting with a strong attention to detail Extremely well organized and detail-oriented with the ability to handle multiple tasks simultaneously Ability to relate to and successfully interact across a variety of settings and work well with a broad and diverse workforce throughout the organization Highly motivated team player with an outgoing and positive work attitude Proven analytical and problem-solving skills in a time-sensitive, logistics environment Demonstrates ability to work in a client-centric setting Ability to be flexible as priorities shift Consistent in follow-up and follow-through Credible with a high level of personal integrity Adaptive to ICAT’s core values Physical Demands And Work Environment Most work is performed indoors in an office setting Flexible approach to work, due to clients’ needs and project support requirements Regularly use hands to type, handle, or feel Required to use close, distance, color, and peripheral vision, depth perception and can focus Must have clear, easy to understand oral communication ability Ability to push, pull, lift, carry, or maneuver weights up to 20 pounds 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 #J-18808-Ljbffr ICAT Logistics