June 2025
Account Manager
Houston, TX
Challenge / Solution / Benefit
A large midstream customer of Valin Corporation operates a pipeline that runs through a sensitive area, monitored by state and federal agencies. This customer had been using leak detection from another supplier. During the pandemic, changes in the manufacturing process affected the quality of the sensing cable, resulting in frequent failures. By this point, the customer had sustained significant losses in failed inventory that the current manufacturer would not warranty. The customer incurred high monthly costs, including contracting with a company to physically monitor the pipeline.
Seeking a reliable alternative, the customer’s initial choice found it unsuitable because of product failures in harsh conditions. They agreed to install a trial section of customized sensing cable. The system communicates with the customer’s central command center for 24/7 monitoring and data logging. Despite challenges, including extended lead times and multiple software upgrades, the trial was successful. The customer was pleased with the performance and has secured funding to complete the installation across a several-mile section.
Donna joined Valin in 2015 through the TriStar Electronics Corp. acquisition. She possesses the traits of an experienced and accomplished sales professional; it is her candor and courage to take on new product lines that set her apart. She assisted in qualifying and validating the final bill of materials for each of the four phases of this project. She led the primary contract negotiations to secure the deal while balancing customer and vendor requirements. In addition, Donna coordinated the sales, vendor, customer service, and accounting teams to enter, monitor, and bill the customer following the agreed upon contract terms. She supervised the procurement and delivery of material for the first phase while communicating consistent updates to the customer. As if this was not a big enough challenge, Donna had to present and uphold a substantial tariff surcharge on the project that was unplanned and unexpected as the material shipped from Canada during the adjusted tariff mandates imposed by the US Government. Donna maintained her composure, sought advice and guidance from the team, and secured payment of the surcharge. On May 13th, Donna participated in the successful start-up and commissioning of the first phase of this project.
Donna is a pleasure to work with and deserves recognition as the employee of the month. She injects enthusiasm and a ‘go get it’ attitude into the sales organization, which is representative of what it means to think and act like an employee-owner.
June 2025