The FSM Group, LLC powers seamless aviation operations across North America and Canada. We proudly serve commercial, private, and military aviation customers, including airport operators, freight carriers, and other specialized aviation sectors, with precision, reliability, and sustainability. Our services include secure fuel storage and inventory management, 24/7 fueling operations, and maintenance and refurbishment of ground service equipment, adhering to the highest industry standards.
Why Join Us?
At FSM Group, innovation meets aviation energy. We offer competitive pay and benefits within a collaborative, team-oriented environment where employees are valued and careers can grow. Our team works alongside industry experts on impactful aviation projects across North America, with a strong emphasis on safety, operational excellence, and continuous improvement.
We are committed to professional development and providing meaningful opportunities for growth and leadership. If you are passionate about safety, teamwork, and making a difference in the aviation and energy sectors, we invite you to explore a career with FSM Group.
Position Summary
The VP of Business Development & Strategic Partnerships position will lead all aspects of business development and organic growth for FSM Federal. This executive position will be responsible for building the company’s revenue pipeline from the ground up, focusing on federal government opportunities (primarily DoD and DLA Energy-related services such as fuel storage, receipt, issue, operations, maintenance, and support at military installations).
The position will operate primarily on the corporate side but will be directly responsible for the Federal business line, driving strategy, capture management, proposal development, strategic partnerships, and market positioning while building a high-performing growth team. This is a foundational leadership role that will be directly responsible to scale the Federal business line of the company into a competitive player in the federal contracting space.
Key Responsibilities
- Growth Strategy Development: Create and execute a comprehensive growth strategy aligned with the company’s core capabilities in federal services, targeting DLA, DoD, and other federal agencies.
- Opportunity Identification & Pipeline Management: Identify, qualify, and prioritize federal contracting opportunities via SAM.gov, FedBizOpps, agency forecasts, and other sources. Build and maintain a robust, multi-year opportunity pipeline.
- Capture & Proposal Leadership: Lead capture efforts from opportunity identification through award. Oversee the development of compliant, high-quality proposals, including technical approaches, past performance narratives, management plans, pricing strategies, and compliance matrices in response to RFPs/RFQs.
- Business Development & Relationship Building: Cultivate and maintain strategic relationships with government contracting officers, program managers, prime contractors, and small business partners. Represent the company at industry events, pre-solicitation conferences, and one-on-one sessions.
- Team Building: Recruit, mentor, and lead a high-performing corporate growth team (Business Development, Capture Managers, and Proposal Writers).
- Market Intelligence & Analysis: Conduct ongoing market research, competitive analysis, and capability gap assessments to inform bid/no-bid decisions and strategic investments.
- Strategic Partnerships & Teaming: Identify and negotiate teaming agreements, joint ventures, and subcontracting opportunities with primes and other small businesses to strengthen position on key bids.
- Performance Metrics: Establish, monitor, and report key growth performance indicators, including qualified pipeline value, proposal activity, capture rate, contract awards, booked revenue, and profitability of newly awarded contracts.
- Compliance & Risk Management: Ensure all growth activities comply with federal acquisition regulations (FAR), agency-specific rules, small business requirements, and ethical standards.
- Joint Venture (Mentor - Protege) Support: Support the development, marketing, and growth of an established Joint Venture (leveraging a Small Business) with responsibilities equal to supporting the FSM Federal Mission.
- Corporate Leadership: Serve as a key member of the executive team, contributing to overall company strategy, culture, and operational planning.
Benefits
- Amazing opportunities for promotions and career growth
- Full array of benefits to meet you and your family’s needs
- Paid Time Off
- …and much more! Learn more at fsmgroup.us
Required Qualifications
- 10+ years of progressive experience in federal business development, with at least 5 years in a senior leadership role (Director of Business Development, VP of Growth, or equivalent).
- Proven track record of winning and growing federal contracts, particularly with DLA Energy, DoD, or similar agencies (fuel/logistics, operations & maintenance, or technical services highly desired).
- Significant knowledge of the federal procurement process, including SAM.gov, GovWin, proposal development, FAR/DFARS, and LPTA evaluation criteria.
- Strong existing network within the federal contracting community (government customers, industry partners).
- Experience building and scaling a growth function in a small or startup federal contracting environment.
- Excellent leadership, communication, and negotiation skills.
Preferred Qualifications
- Prior experience supporting DLA Energy fuel storage and distribution contracts or similar PWS-driven services.
- Demonstrated success in small business federal contracting (e.g., 8(a), SDVOSB, HUBZone, or WOSB – if applicable to the company).
- Familiarity with Northern Virginia / DMV federal contracting ecosystem.
- Proposal management certifications (e.g., APMP) or Shipley training.