1. Thomas E. Graff
50 Acorn Cluster Ct, The Woodlands, TX 77381
281-546-7445 | tegraff@gmail.com
SUMMARY
Sales & Marketing Executive with proven experience delivering product and service solutions to commercial & industrial customers.
Builds lasting customer relationships, sustainable business ventures, transparent sales budgets, and effective business processes &
controls in support of long-term company objectives. Utilizes core competencies to identify and monetize market opportunities across
the downstream energy supply chain. Expertise developed through activities in Sales & Marketing, Business Development,
Management, Supply & Distribution, Risk Control and Project Management roles.
EXPERIENCE
SERVISAIR & SHELL FUEL SERVICES HOUSTON
A joint venture company in the airline service industry that provides fueling services for 4,000 flights uplifting 8.2 million gallons of jet fuel each day to over 75 airlines
VICE PRESIDENT – Sales, Marketing, and Business Development Jan 2008 – Dec 2009
Responsible for the Sales & Marketing of aircraft refueling services and airport fuel system management to airlines, fuel suppliers,
and resellers. Key accounts include Southwest Airlines, Delta Air Lines, and US Airways.
 Achieved sales budget in declining market through contract renegotiations and renewals, asset investment proposals, and
optimization of ancillary services.
 Contracted five-year agreement with Delta Air Lines, preserving $28.8 MM in annual revenues at four airports. Coordinated
inputs from operations, finance, and sales to meet customer requirements to fuel ~159,000 flights per year.
 Presented network reviews for existing locations and new market proposals for eight airports to Board of Directors.
 Provided sales & marketing support for fourteen airport fuel managers, two contract managers, and two receivables specialists.
SHELL AVIATION HOUSTON | LONDON
Shell Aviation provides jet fuel, refueling services, lubricants and greases for over 7,000 aircraft each day across a network of 850 locations around the world.
PROJECT MANAGER – Global Sales Support Organization Jan 2007 – Dec 2007
Responsible for the development and standardization of sales processes for Shell Aviation’s five international sales regions.
 Built distinct job descriptions, roles and responsibilities for back-, mid-, and front-office support positions – delivering cost
savings through performance standardization and training, revised functional reporting structure, and process efficiencies.
 Reported full portfolio analysis of fuel and lubricants business by product, class of trade, region and financial performance.
 Identified regional subject matter experts for development of best practices and standard processes – fostering communication
through project workshop and conference calls.
 Presented findings to Steering Committee consisting of global VP, Regional GM, Finance manager, and HR representatives.
 Directed activities of Project Analyst in the collection of regional sales information, sales process documentation, project
milestone tracking, and presentation development.
SEGMENT MANAGER | ACCOUNT MANAGER May 2002 – Dec 2006
Responsible for the Sales & Marketing of jet fuel to airlines across an international network of airports. A member of the Regional
Leadership Team, crafted strategic business goals with functional managers from Supply, Finance, and Operations.
 Increased Aviation segment contribution margin by 300% in a two year period by increasing volume, customer base, and margin.
 Recruited and supervised new sales team aligned with business unit and corporate objectives. Two account managers, Sales
Support Manager and Sales Support Representative.
 Proposed brand extension into aircraft refueling services leading to $15 MM investment in joint venture Servisair & Shell Fuel
Services – a $90 MM revenue company.
 Project managed the largest-ever fuel contract with the Department of Defense, delivering 1.0B gallons of military-grade jet fuel
and $2.0B in revenues. Delivery required coordinating stakeholder requirements from three affiliate refineries, pipeline and
terminal operators, quality assurance, finance, supply & trading, and customer procurement representatives.
 Marketed risk management products to select airlines – delivering presentations to finance officers, treasurers, and private equity
partners. Delivered financial hedge solution to low-cost airline to cover price exposure on over 25% of volume.

2. Resume: Thomas E. Graff, pg 2
SHELL TRADING, GAS & POWER HOUSTON
Shell Trading markets natural gas, power, environmental and risk management products with wholesales and industrial customers throughout North America.
VALUATION MANAGER Sep 2000 – Apr 2002
Responsible for the evaluation, pricing and proposal responses for wholesale power in the New York Independent System Operator
(NYISO) and Pennsylvania, New Jersey and Maryland (PJM) markets.
 Contracted company’s first-ever book of power transmission contracts in the deregulated NYISO and Energy Regulatory Council
of Texas (ERCOT) markets – gaining access to $10.0 MM in capital for participation in product auctions. Auction success led to
the purchase of competitor trade office specializing in transmission contracts.
 Surveyed and assessed market opportunities, regulatory changes, and competitive positioning for the Northeast Region –
developing income-, market- and cost-based pricing models to support originator bid activities.
SENIOR RISK CONTROL ANALYST Apr 1999 – Aug 2000
Responsible for evaluating trade activity for variances from authorized policy limits, preparing daily Mark-to-Market reports, Value at
Risk analysis, and position stress tests.
 Proposed new reporting structure to support increased controls and alignment across trading, risk control & risk accounting.
 Reported stress tests and valuations of at-risk position directly to company finance officer.
 Supported implementation of enterprise risk system for natural gas and power books – configuring trade and price collection
processes and validating market price markers.
 Trained risk control staff on market dynamics, risk components, authorized trade products, and risk control compliance
procedures.
SHELL MIDSTREAM ENTERPRISES (formerly Tejas Natural Gas Liquids) HOUSTON
Purchased by Enterprise Products, the company operated gas plants & fractionators, marketing of over 75 mbbls per day of ethane, propane, butane, & natural gasoline.
DISTRIBUTION COORDINATOR | RISK CONTROL ANALYST Feb 1997 – Mar 1999
Responsible for Natural Gas Liquids scheduling and distribution activities for the East Region for all delivery modes – pipeline, barge,
rail, and truck.
 Developed proprietary risk system to validate and value inventory positions and trading & marketing contracts.
 Supported and transacted product purchase, sales, and exchanges to optimize and balance wholesale supply requirements.
 Advised wholesale marketers on customer volumes, contract performance, and development of sales & marketing strategies.
 Implemented SolArc RightAngle scheduling and distribution system.
SHELL OIL PRODUCTS COMPANY HOUSTON | NEW ORLEANS
This organization and its affiliates deliver over 40 B gallons of gasoline per day through a network of approximately 14,000 branded gas stations.
SENIOR FIELD SALES REPRESENTATIVE Feb 1992 – Jan 1997
Responsible for sales of gasoline, TBF (tires, batteries, and filters), and PCMO (motor oil) through a network of independent retail
operators, ensuring HSSE compliance, and adherence to company image and promotional standards.
 Optimized capital and maintenance budgets by promoting dealer-funded convenience store build-outs and other facility upgrades.
 Supported dealer profitability through employee training programs, business plan development tools, sales & promotional
activities, network expansion efforts, and revenue partnering programs.
 Proposed capital improvement projects and location investment / divestment decisions; managed maintenance budget.
EDUCATION
TULANE UNIVERSITY, A.B. Freeman School of Business
Master of Business Administration, Management, Dec 1996 (GPA 3.70)
UNIVERSITY OF TEXAS at AUSTIN, The McComb School of Business
Bachelor of Business Administration, Finance & Marketing, Dec 1991 (GPA 3.20)
Silver Spurs Service Organization and Delta Tau Delta Fraternity
Deans List recipient, Fall 1989 and Spring 1990