Position Summary
The Equipment Strategy Leader (ESL) – Food & Beverage is responsible for driving new business, expanding market share, and increasing revenue and profitability within the food and beverage manufacturing and processing industry.
This role owns the full sales cycle, from identifying opportunities and developing commercial proposals through negotiating and closing transactions, while providing leadership and oversight through successful execution. The ESL will develop and execute a growth strategy for the assigned vertical, with a focus on the acquisition, brokerage, and resale of surplus and pre-owned food and beverage processing, manufacturing, and packaging equipment.
The successful candidate will be equally comfortable evaluating and structuring equipment purchase or brokerage opportunities as identifying qualified buyers for equipment currently held for sale. Working closely with Corporate Relationship Managers (CRMs), the ESL will build an integrated account management approach to support Corporate Programs, strengthen strategic customer relationships, and identify opportunities for additional equipment and service sales.
The food and beverage vertical encompasses a broad range of equipment used in food processing, beverage production, ingredient handling, mixing and blending, filling, bottling, canning, packaging, labelling, and material handling. The ESL will leverage industry knowledge and an established network of manufacturers, equipment buyers, brokers, and dealers to identify opportunities, facilitate transactions, and expand the client’s presence in this market.
The ESL will own the P&L for their assigned area and be accountable for developing and executing a growth strategy that delivers sustainable revenue growth, strengthens customer relationships, and maximizes profitability.
Key Responsibilities
- Drive New Business: Identify, develop, negotiate, and close equipment sales and brokerage opportunities within the food and beverage manufacturing sector, managing the full sales cycle from initial engagement through final execution.
- Own P&L and Growth Strategy: Manage the P&L for the assigned vertical and develop a strategic plan to increase revenue, market share, and profitability.
- Source Equipment Opportunities: Build relationships with food and beverage manufacturers to identify surplus equipment, plant closures, production line upgrades, facility consolidations, and other equipment disposition opportunities.
- Structure Equipment Transactions: Evaluate, price, and structure opportunities to purchase or broker used and surplus food and beverage processing, production, and packaging equipment.
- Develop Buyer Networks: Identify and engage qualified buyers, including food and beverage manufacturers, contract manufacturers, processors, equipment dealers, brokers, and other industry participants.
- Expand Strategic Accounts: Partner with Corporate Relationship Managers to develop a coordinated account management strategy for Corporate Programs, deepen existing relationships, and uncover additional equipment and service opportunities.
- Grow Equipment and Service Offerings: Identify opportunities to expand equipment-related services and develop complementary offerings that meet the evolving needs of food and beverage manufacturers.
- Build Customer Relationships: Present the clients solutions to plant managers, operations leaders, engineering teams, procurement professionals, and senior executives.
- Evaluate Equipment and Market Value: Conduct hands-on equipment inspections and assessments to determine equipment condition, functionality, market value, and resale potential.
- Develop Market Intelligence: Monitor industry trends, manufacturing investments, equipment demand, and market conditions to identify new business opportunities and inform commercial strategies.
- Leverage International Markets: Utilize knowledge of international markets and established sales channels to facilitate cross-border transactions and expand global sales.
- Collaborate Across the Business: Coordinate with internal teams to support equipment acquisition, sales execution, customer service, and successful transaction completion.
- Engage Across Organizational Levels: Communicate effectively with technical, operational, commercial, and executive stakeholders to develop opportunities and close transactions.
Qualifications
- 10+ years of experience buying and selling used or surplus industrial equipment, ideally within the food and beverage manufacturing, processing, or packaging industries.
- Strong understanding of food and beverage production equipment, such as processing and blending systems, tanks and vessels, pumps, heat exchangers, filling and bottling lines, canning systems, labelling and packaging machinery, and material handling equipment.
- Demonstrated success in equipment sales, brokerage, sourcing, negotiation, and business development.
- Proven track record of generating incremental revenue, developing new accounts, and expanding existing customer relationships.
- An established network of food and beverage manufacturers, equipment buyers, brokers, dealers, or other relevant industry contacts.
- Experience evaluating equipment condition and resale value and structuring purchase, resale, or brokerage transactions.
- Ability to present commercial solutions to plant managers, operations leaders, engineering teams, procurement professionals, and executive decision-makers.
- Experience working with equipment manufacturers, OEMs, industrial equipment dealers, or surplus asset management businesses is highly desirable.
- Familiarity with international markets and experience developing overseas sales channels.
- Strong commercial acumen, including experience managing revenue, profitability, and a business portfolio or P&L.
- Excellent negotiation, communication, organizational, and relationship-building skills.
- Ability to read and interpret equipment specifications, technical documentation, drawings, and schematics.
- Comfortable conducting hands-on equipment inspections and evaluations.
- Self-motivated and able to work independently in a home-based environment while collaborating with a global team.
- Willingness and ability to travel approximately 30% domestically and internationally.
Benefits
- 30 days of paid holiday allowance, increasing to 38 days with tenure.
- 5% employer contribution to the workplace pension scheme.
- Paid sick pay scheme.
- Monday–Friday schedule.
- Flexible working hours.
- Home-based working arrangement.
- Opportunity to build strategic customer relationships and drive growth within an established global equipment business.
Department: Corporate Prospecting
Reports To: Sales Director
Employment Type: Full-Time
Work Arrangement: Home-Based
Travel Requirement: Approximately 40% (Domestic and International)
Salary Range: £90,000–£100,000 per year
We will only reply to candidates who have all the relevant experience!!!
