Foreign Military Sales (FMS) Business Development

Foreign Military Sales Business Developer

The Foreign Military Sales (FMS) Business Developer is responsible for identifying, developing, and managing international defense business opportunities in support of U.S. Government Foreign Military Sales programs. This position is primarily stateside and supports globally distributed defense customers through frequent domestic and international travel. The role serves as a strategic liaison between U.S. Government agencies, allied military customers, defense contractors, and internal teams to drive business growth and support mission-critical defense initiatives. This position requires a highly motivated professional with strong knowledge of the U.S. defense acquisition process, security cooperation programs, and international military procurement within a highly regulated environment.

Key Responsibilities

• Business Development & Capture
• Identify, qualify, and pursue Foreign Military Sales opportunities aligned with company capabilities and growth objectives.
• Develop and execute capture strategies for international defense and security cooperation programs.
• Build and maintain strong working relationships with DSCA, DoD, military program offices, Security Cooperation Offices, and allied nation military representatives.
• Represent the company at defense industry events, trade shows, international delegations, and customer meetings.
• International Customer Engagement
• Serve as a primary interface for foreign military customers and partner nations.
• Coordinate and support stateside customer visits, demonstrations, training events, and executive briefings.
• Support overseas engagements related to program development, sustainment discussions, and capability presentations.
• Proposal & Program Support
• Collaborate with contracts, pricing, engineering, logistics, and program management teams to develop compliant and competitive FMS proposals.
• Support preparation of Letters of Request (LORs), Letters of Offer and Acceptance (LOAs), technical proposals, pricing packages, and capability presentations.
• Assist with contract negotiations and customer communications throughout the sales lifecycle.
• Strategic Market Development
• Monitor global defense modernization efforts, geopolitical developments, and international procurement trends.
• Conduct market analysis and competitive intelligence to identify emerging opportunities.
• Maintain opportunity pipeline forecasts and CRM reporting.
• Compliance & Regulatory Oversight
• Ensure compliance with ITAR, EAR, FCPA, and U.S. Government security cooperation policies.
• Coordinate with internal compliance and legal teams regarding export licensing and international trade requirements.

Required Qualifications

Bachelor's degree in Business, International Relations, Political Science, Engineering, or related field.

5+ years of experience in defense business development, Foreign Military Sales (FMS), international programs, or government contracting.

Strong understanding of DoD acquisition processes, security cooperation programs, U.S. export controls, and defense contracting.

Demonstrated experience developing capture strategies and supporting proposal efforts.

Excellent communication, negotiation, and presentation skills.

Ability to work independently in a fast-paced, customer-facing environment.

Ability to obtain and maintain a U.S. Secret Security Clearance.

Preferred Qualifications

Prior military service or experience supporting defense agencies.

Existing relationships within DSCA, military acquisition commands, or allied defense organizations.

Experience with Direct Commercial Sales (DCS) programs.

Familiarity with NATO and allied nation procurement processes.

Active security clearance preferred.

Travel Requirements

This is a U.S.-based (stateside) position.

Travel is expected to be approximately 50% or greater.

Travel includes domestic visits to military installations, program offices, and defense industry events, as well as international travel supporting allied military customers and strategic engagements.

Key Competencies

Strategic Relationship Management

Capture & Opportunity Development

International Business Acumen

Government Contracting Knowledge

Executive Communication

Experience with CECOM and TACOM