Your Job Koch Specialty Plant Services (KSPS), a Koch Engineered Solutions Company, is adding a Business Development Manager - Turnaround Strategy and Origination to our Commercial team. This role will be based at one of our facilities in Houston, TX, Wichita, KS, or Baton Rouge, LA.
This is a national overlay role a built 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.
This role is deliberately distinct from our regional account management roles. Regional Account Managers protect and grow the day-to-day turnaround relationships at their plants. This role works across territories - studying turnaround cycles, schedules, and industry trends to surface scope, timing, and opportunities that don't show up in day-to-day account work. You'll operate at the market level in refining, petrochemical, and chemicals, engaging decision-makers 18-36 months ahead of a formal RFQ.
In this role, you will originate and shape new businesses across Turnaround Services. You'll collaborate internally, engage with key decision-makers long before a formal RFQ surfaces - turnaround opportunities for new and existing customers, building pipelines, and translating our technical capabilities into market-winning value propositions. You will work on a national footprint, aligned to market and capability rather than a single region or site.
This position is not eligible for employment visa sponsorship.
What You Will Do Commercial Strategy - 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
Opportunity Creation & Pipeline Development - 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
Customer & Market Engagement - 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
Research, Data Analysis & Turnaround Intelligence - 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
Internal Leadership & Collaboration - 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
Who You Are (Basic Qualifications) - 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
What Will Put You Ahead - 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
At Koch companies, we are entrepreneurs. This means we openly challenge the status quo, find new ways to create value and get rewarded for our individual contributions. Any compensation range provided for a role is an estimate determined by available market data. The actual amount may be higher or lower than the range provided considering each candidate's knowledge, skills, abilities, and geographic location. If you have questions, please speak to your recruiter about the flexibility and detail of our compensation philosophy.
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Hiring Philosophy All Koch companies value diversity of thought, perspectives, aptitudes, experiences, and backgrounds. We are Military Ready and Second Chance employers. Learn more about our hiring philosophy here .
Our 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.
Additionally, everyone has individual work and personal needs. We seek to enable the best work environment that helps you and the business work together to produce superior results.
