Petroleum and Industrial Business Manager

Description

• Demonstrate alignment with the company's mission and core business values;
• Collaborate with key internal/external resources;
• Participate in ongoing self-development.

Essential Functions

• Models, promotes, reinforces, and rewards the consistent use of HOLT’s Values Based Leadership (VBL) tools, models, and processes to ensure alignment with our Vision, Values, and Mission.
• Hires, develops, evaluates and influences effective and consistent productivity and teamwork to ensure the delivery of Legendary Customer Service (LCS).
• Develops and executes data-driven growth strategies for the petroleum and industrial engine business segment, aligned with dealership objectives, Caterpillar priorities, customer requirements, and evolving market demand.
• Analyzes market trends, competitive landscape, and customer requirements to identify high-value opportunities and expand market share across target sectors.
• Leads the end-to-end commercial lifecycle for Caterpillar petroleum and industrial engine solutions, including opportunity identification, application development, quotation strategy, customer negotiations, order execution support, and post-sale relationship management.
• Establishes sales targets and performance KPIs; monitor and adjust tactics to exceed revenue, margin, and customer acquisition goals.
• Manages forecasting, pipeline development, pricing discipline, and financial modeling; implements margin control strategies to maximize profitability and ensure accurate business planning.
• Develops and maintains strategic, value-based relationships with key customers and decision makers in petroleum, gas compression, frac, industrial, OEM, prime power, and energy-provider markets.
• Leads consultative customer engagements to understand application requirements, duty cycles, emissions considerations, site conditions, reliability expectations, and total cost of ownership; recommends technically sound engine solutions.
• Ensures exceptional customer experience through proactive communication, lifecycle support, and integration of aftersales service, performance monitoring, and system upgrades.
• Collaborates with Project Management, Engineering, Service Operations, Product Support, and Caterpillar teams to ensure effective execution from application review and procurement through delivery, commissioning, warranty transition, and lifecycle support.
• Ensures engine solutions meet Caterpillar quality standards, customer specifications, safety requirements, emissions regulations, and applicable industry standards.
• Leads, mentors, and develops petroleum and industrial engine sales and support personnel to improve technical knowledge, account planning, customer engagement, and solution-selling capabilities.
• Designs and implements training programs on emerging technologies and industry-specific applications.
• Cultivates a high-performance culture focused on continuous learning, technical excellence, and customer value creation.
• Oversees segment budgeting, resource planning, expense control, sales productivity, and gross margin improvement to support sustainable business performance.
• Analyzes financial and operational data to identify trends, assess ROI of initiatives, and inform strategic decisions.
• Identifies commercial, operational, financial, and project-level risks; develops mitigation plans and ensures compliance with internal controls, customer requirements, and applicable regulations.
• Collaborates with legal and commercial teams to structure contracts that safeguard business interests while ensuring clarity in terms, scope, and deliverables.
• Works safely always and adheres to all applicable safety policies; comply with all company policies, procedures, and standards.
• Performs other duties as assigned.

Knowledge, Skills, and Abilities

• Strong knowledge of Caterpillar petroleum and industrial engine products and applications, including diesel engines, natural gas engines, gas compression, frac, OEM packaging, and prime power solutions.
• Demonstrated leadership capabilities with a proven track record of developing and managing teams while driving business performance.
• Exceptional interpersonal, negotiation, and customer engagement skills, with the ability to translate technical concepts into client-focused solutions.
• Technical understanding of engine applications, system design, configuration, performance requirements, emissions considerations, and customer manufacturing or packaging requirements.
• Proficiency in CRM platforms and sales enablement tools for pipeline management, forecasting, and performance analytics.
• Exceptional customer service and relationship building skills. 
• Excellent communication and presentation skills, with the ability to engage and influence customers effectively.
• Knowledge of Microsoft Office products; Excel, Outlook, Word, etc. 
• Interpersonal skills sufficient to engage with C-suite customers, vendors, and peers to exchange information, motivate, influence, and persuade. 
• High level of accuracy and attention to detail in all aspects of work.
• Exceptional organizational, time management, and multi-tasking skills.
• Results-oriented business leader with demonstrated ability to drive revenue growth, margin improvement, pipeline development, customer acquisition, and KPI achievement.
• Ability to build market coverage plans, prioritize target accounts, coordinate internal resources, and convert technical engine opportunities into profitable business outcomes.
• Creative ability to understand the implications of new information for both current and future problem-solving and decision-making. 

Requirements

• Bachelor’s degree in Business Administration, Mechanical Engineering, Electrical Engineering, Industrial Distribution, or a related technical or commercial discipline preferred.
• Minimum of 5 years of progressive experience in petroleum, industrial engine, power generation, oil and gas, OEM, or related equipment sales; leadership, business development, or account management experience preferred.

• Responsibilities include, but are not limited to interviewing, hiring, and training employees; planning, assigning, and directing work; coaching and development; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.

• Up to 50% travel, to include overnight stays.
• Valid driver’s license required.

• This position involves extended periods in a stationary position; additionally, occasional movement inside the office to access office machinery, file cabinets, etc.  
• This role frequently communicates with others, must be able to exchange accurate information in these situations. 
• Must be able to move objects and use abdominal and lower back muscles to provide support over time without fatigue.  
• Constant movement and use of limbs; this position requires good manual dexterity, coordination, and stamina.
• Routinely reacts to visual, auditory, and other signals, including alarms and instructions, and is required to visually inspect work. 
• Safety training required; PPE required at customer job sites and Holt yard locations.

• This job is generally performed in a professional office; in environmentally controlled conditions, operating computer, manual dexterity, talking, hearing, and repetitive motion.
• Noise level may be loud at times. 
• Exposure to small quantities of chemicals, steam, high-pressure water, and high-speed rotating equipment.
• On occasion time spent in confined spaces and high places.  
• Frequently works at fast pace with unscheduled interruptions.