Petroleum and Industrial Business Manager

Job Description

Job Description

Description

The Petroleum & Industrial Engine Business Manager is responsible for leading the growth, commercial execution, and customer success of HOLT’s petroleum and industrial engine business. This position owns business development, sales strategy, market coverage, and execution for Caterpillar petroleum and industrial engine solutions, including diesel and natural gas engines, gas compression, frac, OEM applications, and prime power applications serving oil and gas, energy, industrial, and equipment-packager customers.

This role develops and executes segment-specific business plans that increase market share, strengthen customer relationships, improve profitability, and align HOLT’s engine offerings with customer operating requirements. The manager serves as a commercial and technical leader for petroleum and industrial engine opportunities, partnering across Sales, Engineering, Product Support, Project Management, and Caterpillar resources to deliver reliable, compliant, and value-driven power solutions.

The incumbent in this position is expected to model the following practices on a daily basis:

• 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

Education and Experience:

• 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.

Supervisory Responsibilities:

• 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.

Travel: 

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

Physical Requirements:

• 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.

Work Environment:

• 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. 

Disclaimer:

Please note that the above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification. They are not to be interpreted as an exhaustive list of all responsibilities, duties, and skills required of the incumbents so classified. All incumbents may be required to perform duties outside of their normal responsibilities, as needed.