Onshore Line Pipe Sales Manager

About the Role

The Line Pipe/Process Pipe Sales Manager owns the commercial performance of an assigned portfolio of pipe distributors and is expected to aggressively grow Vallourec's share of business within those accounts. This is a sales role first, with relationships extending beyond procurement departments to senior management, ownership, operations, engineering, and the distributors' own sales organizations. Safety is a core priority, with the expectation to carry Vallourec’s safety culture into every mill visit, customer site, and industry interaction.

Primary accountability includes booking, revenue, and profitability targets, with full commercial ownership of each account from quotation through cash collection. This role also involves managing receivables, payment terms, and account financial health, as well as disciplined execution of internal sales processes, adherence to company policies, pricing governance, and maintaining strong relationships with internal and external stakeholders.

Responsibilities

• Maintain a defined in-person visit cadence with primary contacts, documenting outcomes to uncover commercial, technical, and operational needs and convert them into sales opportunities.
• Own the customer relationship end-to-end, acting as the focal point and internal coordinator to drive day-to-day commercial, administrative, and operational issues to closure.
• Pursue and win requests for quotations, tenders, and contractual queries, actively managing each opportunity through the pipeline to a close.
• Negotiate prices, terms, and conditions for Line Pipe/Process Pipe contracts while adhering to pricing governance and protecting margin.
• Develop and execute account strategies to grow Vallourec’s share within assigned accounts and displace competition to meet long-term sales objectives and profitability.
• Execute the sales roadmap and ensure Vallourec products and facilities are qualified to compete for every available opportunity.
• Build added-value propositions with support from technical-sales managers, R&D, and inside sales, using technical differentiation as a selling tool.
• Open doors for the technical-sales team and organize technical workshops on Vallourec products and programs to deepen account penetration.
• Identify buying influences at decision-making levels, map competitor positions, and act on opportunities to take market share.
• Gather market intelligence and deliver reliable forecasts for planning, with clear feedback on wins, losses, and pipeline movement.
• Represent Vallourec at professional exhibitions (e.g., Oil & Gas Shows and Conferences) as needed.
• Promote and support Vallourec’s safety focus across all aspects of the industry.
• Maintain accurate, current opportunity and activity records in the CRM tool daily as a core requirement of managing accounts.

Requirements

• Bachelor’s degree from an accredited college or university (any discipline).
• Master’s degree in business development preferred.
• Minimum of 6 years of professional sales experience, with B2B sales strongly preferred.
• Minimum of 5 years of oil-field experience combined with oil-field market knowledge, preferably in direct oil and gas products/services sales.
• Experience with a steel and tube rolling manufacturing company, tubular distributor, operator/end-user, or oil-field service company is ideal.
• Experience in answering tenders, building offers, and meeting customers’ deadlines.
• Experience negotiating contract clauses.

Skills

• Ability to handle multiple tasks efficiently and effectively.
• Multicultural awareness and ability to work with diverse backgrounds.
• Willingness to travel domestically and sometimes internationally.
• Exceptional interpersonal, verbal, written, and analytical communication skills, with the ability to build credibility at all levels of a customer organization.
• Advanced negotiation and influencing skills, guiding customers toward outcomes while strengthening relationships.
• Strong problem-solving and decision-making abilities.
• Ability to organize, prioritize workload, and meet deadlines.
• Proficiency in Microsoft Office Suite and disciplined use of Dynamics CRM.
• Ability to build and maintain strong relationships with colleagues and clients.
• Tact and consideration in professional interactions.
• Ability to work cooperatively in group situations and resolve conflicts.
• Well-developed professional selling skills: prospecting, presentation, negotiation, objection handling, and closing.
• Working knowledge of line pipe/process pipe tubular applications in upstream, midstream, and downstream sectors.
• Familiarity with API and ASTM industry standards to speak credibly with distributors and end users.
• Demonstrated track record of developing alternative solutions and building packaged offers to win business.
• Proven ability to collaborate in a cross-functional organization, including overseas stakeholders in Europe and Brazil.
• Commitment to safety and security procedures, including reporting unsafe conditions and proper use of equipment.
• Forecasting discipline and competitive market intelligence gathering.

Benefits

• Medical, dental, and vision coverage.
• Company-paid life insurance and short/long-term disability.
• 401(k) with 4.5% company match (no vesting period).
• Paid parental leave (including adoption).
• 10 paid holidays + 1 floating day.
• Paid vacation time.
• Performance-based bonus program.
• Tuition reimbursement.

Work Environment

The role involves a mix of office work, customer site visits, and industry events. Safety is a non-negotiable priority, with clear expectations, continuous training, and shared accountability at every level.