Sr. Director of Business Development-Oil & Gas

at JA Riggs Tractor Co dba Riggs Cat in Little Rock, Arkansas, United States

Job Description

The Senior Director of Business Development – Oil & Gas will lead strategic growth initiatives focused on expanding market share within the natural gas compression sector. This role is responsible for driving revenue through the sale of new and used Caterpillar 3400, 3500, and 3600 series engines, while also developing and managing engine sourcing pipelines to support a certified Caterpillar rebuild facility in Central Arkansas.

This individual will serve as a key commercial leader, leveraging deep industry expertise, strong relationships, and market insight to position the dealership as a premier partner for engine solutions across the U.S. oil and gas market.

Key Responsibilities

Business Development & Sales

• Identify, develop, and close new business opportunities with natural gas compression companies across the United States 
• Drive sales of new and used Caterpillar 3400, 3500, and 3600 series engines 
• Develop strategic account plans and long-term partnerships with key clients 
• Achieve and exceed revenue, margin, and growth targets 

Engine Sourcing & Rebuild Strategy

• Lead sourcing efforts for used Caterpillar engines suitable for rebuild 
• Build and manage a pipeline of engines to support continuous workflow at the certified rebuild facility 
• Collaborate with operations and service teams to align sourcing with rebuild capacity and demand 
• Ensure quality and compliance standards are met for all sourced equipment 

Market Leadership & Industry Expertise

• Maintain deep knowledge of Caterpillar engines used in oil & gas applications, including maintenance, lifecycle, and performance considerations 
• Monitor market trends, pricing, and competitive landscape within the midstream and upstream sectors 
• Provide strategic insights to leadership on growth opportunities and market positioning 

Relationship Management

• Leverage existing industry relationships and develop new connections to expand business opportunities 
• Represent the company at industry events, trade shows, and client engagements 
• Serve as a trusted advisor to clients on engine solutions, rebuild programs, and lifecycle management 

Cross-Functional Collaboration

• Partner with sales, service, and operations teams to deliver integrated solutions 
• Support marketing initiatives targeting the oil & gas segment 
• Contribute to long-term strategic planning for the rebuild facility and overall dealership growth 

• 10+ years of experience in oil & gas, power systems, or heavy equipment industries 
• Extensive knowledge of Caterpillar 3400, 3500, and 3600 series engines and their applications in natural gas compression 
• Proven track record of business development and sales success in the oil & gas sector 
• Strong existing network within natural gas compression companies and related industries 
• Demonstrated ability to source, evaluate, and transact used equipment 
• Exceptional relationship-building and negotiation skills 

Preferred

• Experience working with or for a Caterpillar dealership or similar OEM environment 
• Familiarity with certified rebuild programs and lifecycle service offerings 
• Leadership experience in a senior commercial or strategic role 

Key Competencies

• Strategic thinking and execution 
• High-level negotiation and deal structuring 
• Industry credibility and technical expertise 
• Relationship-drive
  
  
  
  Equal employment opportunity, including veterans and individuals with disabilities.
  
  

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