Senior Business Development Manager

Summary

Sharpe Engineering & Equipment is seeking a Senior Business Development Manager with deep expertise in capital projects for the food and beverage industry. This role will lead high-impact growth initiatives focused on expanding Sharpe’s market presence through new and existing corporate client relationships, while driving adoption of advanced solutions including SCADA, AI, and augmented reality (AR). 

The ideal candidate combines technical fluency, strategic selling skills, and commercial credibility—capable of influencing plant operations teams and executive stakeholders alike. You’ll serve as a critical bridge between customer needs and Sharpe’s turnkey project execution capabilities. 

Ideal candidates are collaborative, entrepreneurial, and energized by growth-stage momentum and accountability.   

Duties & Responsibilities

Market Expansion & Strategic Selling

• Identify and develop new client relationships within Sharpe’s target market: mid-sized to large food & beverage processors ($50M–$1B in revenue), with a focus on high sanitation and multi-step processes. 
• Cultivate high-impact relationships at plant and corporate levels, positioning Sharpe as a preferred capital investment partner. 
• Lead strategic pursuit efforts for SCADA/AI/AR platform integration and intelligent automation solutions aligned with emerging customer needs. 

Client Engagement & Opportunity Development

• Conduct discovery meetings, site tours, and plant audits to uncover gaps, align project scope with ROI targets, and translate needs into actionable proposals. 
• Represent Sharpe through the entire project lifecycle—from concept development and proposal to contract negotiation and delivery follow-up. 
• Build long-term client value through ongoing engagement, cross-project continuity, and solution evolution. 

Sales Strategy & Forecasting

• Partner with the leadership team to execute a key account growth strategy, incorporating: 
  • OEM collaboration and influence 
  • Architecture, Engineering, and Construction (AEC) channel engagement 
  • Private Equity (PE) portfolio outreach across food and beverage holdings 
• Deliver regular updates on pipeline performance, account planning, and conversion activity using CRM tools. 
• Support annual revenue planning, target setting, and growth initiatives with a focus on EBITDA improvement and account profitability. 

Industry Relationship Development

• Develop and maintain strategic partnerships with key OEMs, becoming a preferred integrator for critical equipment categories. 
• Engage and influence AEC firms, design-build contractors, and food facility planners, ensuring Sharpe is specified or recommended early in project cycles. 
• Build trust with industry influencers such as engineering consultants, compliance experts, and operations advisors to drive referral business. 
• Represent Sharpe at key industry events and trade shows (e.g., Pack Expo, Process Expo, FPSA), reinforcing thought leadership and visibility. 

Private Equity Ecosystem Engagement

• Research and engage PE firms active in food & beverage investment, targeting their operations and capital project leaders. 
• Identify opportunities across portfolio companies for modernization, automation, and repeatable capital programs. 
• Position Sharpe as a value creation partner, offering scalable integration services and high-ROI technology deployment across sites. 

Key Performance Indicators (KPI’s)

• Growth in high-margin turnkey project bookings 
• Conversion of target accounts into long-term clients 
• Contribution to recurring revenue opportunities in SCADA/AI/AR 
• Strategic partnerships developed with OEMs, AEC firms, and PE firms 
• Sales pipeline performance (volume, quality, velocity) 

Core Qualifications

• Education: Bachelor’s degree in Engineering, Business, or related technical discipline 

• Experience: 10–15 years in capital project sales, engineering services, or automation systems integration for the food and beverage industry 

• Technical Proficiency: Working knowledge of: 
  • Sanitary process and packaging systems, utilities and CIP/SIP standards 
  • Automation/controls and HMI/SCADA platforms 
  • Regulatory frameworks (e.g., USDA, FDA, FSMA) 
• Commercial Acumen
  • Demonstrated success leading solution sales of $250k–$5M+ 
  • Comfortable structuring multi-phase or recurring revenue models 
  • Executive presence with strong interpersonal, negotiation, and presentation skills 
• Technical Tools & Platform Experience
  • CRM platforms and opportunity tracking systems 
  • Microsoft Office Suite (Word, Excel, PowerPoint, Outlook) 
  • ERP and Project Management Systems (e.g., Acumatica, Monday.com) 
  • Collaboration and visualization tools (e.g., Zoom, Teams, Miro, Lucidchart) 

WHY SHARPE 

Sharpe Engineering & Equipment is growing fast—and intentionally. We’re investing in digital transformation, smart automation, and customer-first solutions that make food production more efficient, scalable, and safe. As the Senior Business Development Manager, you’ll shape the relationships and strategies that drive our next era of growth. 

If you’re ready to move beyond transactional selling and into value-driven, consultative partnership, we invite you to join our team and build the future of food production—together.