Petroleum and Industrial Business Manager

Department: Power Systems Division (PSD) • Full Time • Irving-Las Colinas

About the role

The Petroleum & Industrial Engine Business Manager leads 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. The role develops and executes segment-specific business plans to 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, partnering across Sales, Engineering, Product Support, Project Management, and Caterpillar resources to deliver reliable, compliant, and value-driven power solutions.

The incumbent is expected to model the following practices daily:

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

Responsibilities

• Model, promote, reinforce, and reward the consistent use of HOLT’s Values Based Leadership (VBL) tools, models, and processes to ensure alignment with Vision, Values, and Mission
• Hire, develop, evaluate, and influence effective and consistent productivity and teamwork to ensure delivery of Legendary Customer Service (LCS)
• Develop and execute data-driven growth strategies for the petroleum and industrial engine business segment, aligned with dealership objectives, Caterpillar priorities, customer requirements, and evolving market demand
• Analyze market trends, competitive landscape, and customer requirements to identify high-value opportunities and expand market share across target sectors
• Lead 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
• Establish sales targets and performance KPIs; monitor and adjust tactics to exceed revenue, margin, and customer acquisition goals
• Manage forecasting, pipeline development, pricing discipline, and financial modeling; implement margin control strategies to maximize profitability and ensure accurate business planning
• Develop and maintain strategic, value-based relationships with key customers and decision makers in petroleum, gas compression, frac, industrial, OEM, prime power, and energy-provider markets
• Lead consultative customer engagements to understand application requirements, duty cycles, emissions considerations, site conditions, reliability expectations, and total cost of ownership; recommend technically sound engine solutions
• Ensure exceptional customer experience through proactive communication, lifecycle support, and integration of aftersales service, performance monitoring, and system upgrades
• Collaborate 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
• Ensure engine solutions meet Caterpillar quality standards, customer specifications, safety requirements, emissions regulations, and applicable industry standards
• Lead, mentor, and develop petroleum and industrial engine sales and support personnel to improve technical knowledge, account planning, customer engagement, and solution-selling capabilities
• Design and implement training programs on emerging technologies and industry-specific applications
• Cultivate a high-performance culture focused on continuous learning, technical excellence, and customer value creation
• Oversee segment budgeting, resource planning, expense control, sales productivity, and gross margin improvement to support sustainable business performance
• Analyze financial and operational data to identify trends, assess ROI of initiatives, and inform strategic decisions
• Identify commercial, operational, financial, and project-level risks; develop mitigation plans and ensure compliance with internal controls, customer requirements, and applicable regulations
• Collaborate with legal and commercial teams to structure contracts that safeguard business interests while ensuring clarity in terms, scope, and deliverables
• Work safely at all times and adhere to all applicable safety policies; comply with all company policies, procedures, and standards
• Perform other duties as assigned

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

Skills

• 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

Supervisory Responsibilities

• Interviewing, hiring, and training employees
• Planning, assigning, and directing work
• Coaching and development
• Appraising performance
• Rewarding and disciplining employees
• Addressing complaints and resolving problems

Schedule

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

Physical Requirements

• Extended periods in a stationary position; occasional movement inside the office to access office machinery, file cabinets, etc.
• Frequent communication with others; must be able to exchange accurate information
• Ability to move objects and use abdominal and lower back muscles to provide support over time without fatigue
• Constant movement and use of limbs; 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

• Generally performed in a professional office with 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
• Occasional time spent in confined spaces and high places
• Frequently works at a fast pace with unscheduled interruptions