Business Development Manager – Foreign Military Sales

ADS, Inc.

Business Development Manager driving Foreign Military Sales for ADS, a defense equipment supplier. Developing FMS opportunities, managing pipelines, and leading large-scale solicitations.

Posted 8/21/2026full-timeRemote • Virginia • 🇺🇸 United StatesMid-LevelSenior💰 $72,500 - $145,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in Military/DOD Sales and Government Acquisition processes, with a strong ability to analyze market trends and develop tailored sales solutions. Proven track record in relationship building, negotiation, and delivering exceptional customer service in high-pressure environments.

Highest-signal resume keywords

Military/DOD Sales ExperienceGovernment Acquisition Process UnderstandingStrong Negotiation SkillsMS Office ProficiencyCustomer Relationship Management

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Market AnalysisSales Pipeline ManagementContract FormattingFMS ProcessesBusiness DevelopmentProcurement MethodsSolution StructuringFMS Post-Order Due DiligenceIdentifying Program NeedsUpstream Business Development

Soft Skills

Excellent Communication SkillsAttention to DetailFlexibilityOrganizational SkillsAbility to Work Well Under Pressure

Certifications & Qualifications

Legal Access to Export-Controlled Information

Industry Keywords

FMSAir ForceSpace ForceInternational Commercial SalesLogistics ConsolidationContracting OfficesSales SolutionsCustomer ServiceCompetitive SpiritRelationship Building

About the role

Key responsibilities & impact

Engage and establish long-term sales and service solutions within FMS Air Force/Space Force program offices
Analyze market trends, gather intelligence, identify new requirements and program inceptions
Create new solutions in response to market changes
Manage a strong sales pipeline
Represent ADS with program offices, logistics consolidation points, and contracting offices across assigned territories
Research and develop business within assigned program offices and related accounts
Research and identify upstream business development opportunities from current active accounts
Identify program needs and objectives
Identify initial purchases, priorities, manufacturers, product categories, and technologies
Identify preferred and optimal procurement methods
Understand FMS and office-specific processes and mirror them where possible
Understand and articulate contract formatting for FMS processes
Structure complete solutions for different FMS case types
Understand and articulate FMS post-order due diligence to all customer hierarchy levels
Lead all large-scale solicitations
Conduct market and industry analysis
Keep up to date on world events
Create and establish long-term sales and service solutions

Requirements

What you’ll need

Minimum 5 years of Military/DOD Sales experience
International Commercial sales experience preferred
Legal access under US laws to export-controlled information
5 years of experience with MS Office tools, email, etc.
Willingness to learn and adopt ADS selling techniques
Ability to cultivate and strengthen existing relationships while identifying new customers
Bachelor's degree highly preferred, but prior sales and military experience may be substituted
Comfortable talking to anyone
Competitive and winning spirit
Ability to work well with others
Commitment to providing legendary customer service
Understanding of the Government Acquisition process and contracting
Professional and polished demeanor
Ability to identify and capitalize on opportunities
Flexibility and organizational skills
Good grammar and writing skills
Attention to detail
Ability to work well under pressure
Excellent communication skills and ability to build rapport and trust
Strong negotiation skills
Extensive travel availability: 50–75% or 2–3 weeks of every month
Occasional availability on weekends, holidays, and after business hours

Benefits

Comp & perks

Uncapped commission based on performance
Company-sponsored 401(k)
Medical benefits
Dental benefits
Vision benefits
Prescription drug benefits
Healthcare flexible spending account
Dependent day care flexible spending account
Life insurance
Employee assistance program
Fitness plans
Well-being resources