Business Development Manager – Turnaround Strategy and Origination

About the role

This is a national overlay role designed for someone who creates turnaround opportunity before it appears in the pipeline, through relationships, collaboration, research, data analysis, and market insight, not by managing accounts we already serve.

Responsibilities

• Develop creative solutions and value propositions that align customer needs with our competitive advantages
• Lead sales strategy development— defining where to play and how to win across markets, customers, and service lines
• Identify and pursue new market whitespace before formal demand exists — building pipeline without relying on inbound opportunities
• Develop and manage a long-cycle pursuit pipeline across target markets and customers
• Shape demand early in the customer planning cycle — engaging at pre-RFQ stages to influence scope and competitive positioning
• Build relationships and map decision-makers across target accounts in refining, petrochemical, and chemicals markets
• Engage with industry networks to develop new channels and strategic partnerships
• Gather and apply voice-of-customer insights to shape commercial strategy and differentiated service offerings
• Build and maintain a forward-looking map of industry turnaround schedules and cycles (refining/petrochemical/chemical) to anticipate where and when major scope will emerge
• Leverage and synthesize data from KES's market analysis team and KSPS commercial operations — sales, Salesforce pipeline, forecast, and win/loss — to surface patterns, underpenetrated accounts, and recurring whitespace the regional view can miss
• Track market trends — regulatory drivers, unit/capacity changes, reliability and feedstock shifts, decarbonization and retrofit activity — and translate into turnaround opportunities
• Develop data-driven account and market prioritization: where to play, where we're already first-choice, and where competitors are exposed
• Produce opportunity briefs and trend analyses that give Regional Account Managers and leadership foresight, not just current-state status
• Bring the right subject matter experts into the right conversations at the right time to advance pursuits
• Partner across organizational capabilities to integrate long-cycle opportunities into execution plans
• Represent the voice of the market internally — translating customer and market intelligence into actionable strategies

Requirements

• Experience in business development, strategic sales, or commercial origination within industrial services
• Demonstrated ability to build pipeline, sales plans and win business that was not previously in play
• Proven track record engaging decision-makers with industrial end users
• Comfort operating in long, ambiguous sales cycles (1–3+ years) with limited structure or inbound support
• Leverages, synthesizes and connects existing market, sales, and pipeline data (in partnership with our market analysis and commercial operations teams), identifies gaps, and turns it into strategic plans and roadmaps. Strategy-building from available data matters more here than deep data-analysis expertise
• Willingness to travel up to 50% nationally

Qualifications

• Experience and credibility in the industrial turnaround / plant construction space — able to speak the language of TAR managers, planners, and field execution
• Established network across refining, petrochemical, chemicals
• Background in demand shaping, solution selling, origination
• Experience developing and executing multi-year go-to-market strategies in new or adjacent markets