Foreign Military Sales; FMS & Defense Director

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.

• 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

• 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

• 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

• 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

• 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)…