Business Development Manager – Turnaround Strategy and Origination

Koch Specialty Plant Services, LLC; Baton Rouge (LA); On-site; USD 140,000 - 190,000; Full time

Job summary

Koch Specialty Plant Services, LLC is seeking a Business Development Manager - Turnaround Strategy and Origination to shape new opportunities on a national footprint. You will work across markets to surface, shape, and pursue turnaround opportunities before RFQs, aligning technical capabilities with market needs.

The role emphasizes long-cycle business development, strategic sales, and cross-functional collaboration with market analysis and commercial operations, with travel up to 50%

Qualifications

• Experience in business development, strategic sales, or commercial origination within industrial services.
• Proven track record engaging decision-makers with industrial end users.
• Ability to navigate long, ambiguous sales cycles (1–3+ years).
• Willingness to travel up to 50% nationally.

Responsibilities

• Develop sales strategy across markets and service lines.
• Identify and pursue new market whitespace and build pipeline.
• Shape demand early in customer planning cycles (pre-RFQ).
• Build relationships and map decision-makers in refining, petrochemical, chemicals.
• Gather and apply voice-of-customer insights to inform strategy.
• Collaborate with market analysis and commercial operations to surface patterns.

Skills

Business development

Strategic sales

Commercial origination

Industrial services

Pipeline building

Stakeholder engagement

Travel up to 50%

Job description

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 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.

About KSPS

KSPS is the industry expert in installation, inspection, and technical project services for tower, vessel, combustion, and mass transfer equipment in the refining and chemicals industry. We support customers across the full lifecycle of construction and turnaround projects, helping reduce downtime, improve reliability, and drive long-term operational performance.

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.

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.

Who We Are

As a Koch Engineered Solutions company, Koch Specialty Plant Services (KSPS) provides code welding work related to repair, revamp, replacement and field fabrication of towers and vessels, piping and specialty welding, mass transfer equipment installation, inspection and professional project services.

At Koch, employees are empowered to do what they do best to make life better. Learn how our business philosophy helps employees unleash their potential while creating value for themselves and the company.

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.

Equal Opportunities

Equal Opportunity Employer, including disability and protected veteran status. Except where prohibited by state law, some offers of employment are conditioned upon successfully passing a drug test. This employer uses E-Verify.