Director of Government Business Development

Director of Government Business Development

Reports to:

Chief Development Officer

Supervises:
May provide guidance or oversight to business development, sales, or account management staff as the organization grows.

The Director of Government Business Development is a senior strategic role responsible for driving organizational growth and diversifying revenue across IFB's government and commercial channels. This individual will lead initiatives that expand IFB's footprint within the federal marketplace, including direct responsibility for driving revenue through IFB's 14 Ability One Base Supply Centers (BSCs), while strengthening and expanding our Tailored Logistics Support (TLS) and Military Ordering and Requisition ing Document (MORD) sales.

Reporting to the Chief Development Officer, the Director will serve as a key architect of IFB's long-term growth strategy—leveraging deep expertise in government contracting, relationship development, and program expansion to enhance IFB's mission impact and financial sustainability.

• Lead the development and execution of a comprehensive business development strategy aligned with IFB's mission and growth objectives.
• Drive revenue generation and performance across IFB's 14 Ability One Base Supply Centers, identifying opportunities to expand sales volume, customer reach, and operational efficiency.
• Oversee and expand IFB's participation in TLS and MORD programs, including identifying new agency opportunities and strengthening existing partnerships.
• Identify, pursue, and secure new business opportunities across federal, defense, and SLED markets, with emphasis on Ability One and government contracting channels.
• Serve as a subject matter expert in federal acquisition processes, FAR/DFARS compliance, and contract vehicle utilization.
• Build and maintain executive-level relationships with key stakeholders across federal agencies, prime contractors, and industry partners.
• Collaborate cross-functionally with merchandising, operations, marketing, and sales teams to ensure alignment and maximize growth opportunities across channels.
• Lead capture and proposal efforts for major bids, ensuring alignment with IFB's capabilities and mission priorities.
• Analyze market trends, customer data, and competitive activity to guide business strategy and identify emerging opportunities.
• Represent IFB at industry conferences, trade shows, and federal market events to enhance visibility and strengthen partnerships.

• Mentor and guide staff supporting sales, government contracting, and business development initiatives.
• Participate in strategic planning sessions and organizational goal-setting.
• Perform other duties as assigned.

• Must have proven expertise in federal business development, government contracting, and the Ability One Program.
• Must have demonstrated success in driving revenue through multiple federal and commercial sales channels, including base supply operations and logistics programs (TLS, MORD, GSA, etc.).
• Must have strong strategic planning and analytical skills with the ability to identify market trends and translate insights into actionable growth strategies.
• Must have exceptional relationship-building, negotiation, and communication skills with the ability to influence at all levels.
• Must have a deep understanding of procurement processes and federal customer engagement.
• Musts have an entrepreneurial and results-driven mindset with a collaborative leadership style.
• Must have the ability to work cross-functionally, managing competing priorities in a dynamic environment.
• Must be willing to travel as needed to support business development, client engagement, and site visits.

• A bachelor's degree in business administration, marketing, or a related field is required; an advanced degree is preferred. An equivalent combination of education and significant professional experience will be considered.
• A minimum of eight years of progressive experience in business development, sales, or strategic partnerships, with a strong focus on the federal sector is required.
• A…