Foreign Military Sales (Fms) Business Development
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Overview
Job Description
Position Summary
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
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