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—define where to play and how to win across markets, customers, and service lines
• Identify and pursue new market whitespace before formal demand exists—build 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—engage 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

Skills

• Strategic thinking and problem-solving
• Market analysis and data interpretation
• Relationship building and networking
• Collaboration and teamwork
• Effective communication and presentation skills

Benefits

Our goal is for each employee, and their families, to live fulfilling and healthy lives. We provide essential resources and support to build and maintain physical, financial, and emotional strength - focusing on overall wellbeing so you can focus on what matters most. Our benefits plan includes - medical, dental, vision, flexible spending and health savings accounts, life insurance, ADD, disability, retirement, paid vacation/time off, educational assistance, and may also include infertility assistance, paid parental leave and adoption assistance. Specific eligibility criteria is set by the applicable Summary Plan Description, policy or guideline and benefits may vary by geographic region. If you have questions on what benefits apply to you, please speak to your recruiter.

Pay

Commensurate with experience

Schedule

N/A