Ted Walters

• Lead, coach, and develop a sales team focused on selling heating fuels and small commercial power fuels to residential and small commercial customers within a geographic territory • Implement a best-in-class sales management process with established goals and activity targets, continuously tracking sales funnel activity and achievement of sales goals and objectives • Collaborate with VP, Sales & Marketing, Regional Managers, CSC Managers, and other Sales Managers to develop strategies for to exceed new customer sales targets and ensure customer retention on new account sales • Promote the “Everyone Sells” culture within the organization and foster teamwork across the operating territory with respect to sales engagement and team selling • Assist in developing departmental budget, and work to meet budgetary requirements • Collaborate with marketing to ensure alignment and proper execution of programs • Assist with gathering weekly sales metrics, providing explanations as needed, and forecasting sales results. • Establish consistent two-way communication with Regional Managers and CSC Managers to ensure successful execution of overall company objectives

• Oversaw operations at five Customer Service Centers within the Northern New York Market, covering 19,000 active customers and consisting of 40 direct-reporting employees, with a $5M annual EBITDA • Oversaw profit and loss management and fiscal growth, as well as customer base growth, and existing customer base retention efforts within the Northern New York market • Served as chair of Employee Engagement Committee, tasked with promoting collaboration, well-being, and inclusivity across departments • Addressed employee feedback and acted as liaison between employees and leadership

• Oversaw daily operations of multiple locations, and led staff of 25 direct-reporting employees and supervisors • Directly responsible for profit and loss management, fiscal growth, customer base growth, and existing customer base retention efforts • Won the “Igniter Challenge” 2018, an intercompany contest that awards the CSC with the highest new customer acquisition for the calendar year

• Oversaw daily operations of multiple field locations and led a staff of 30 direct-reporting employees and supervisors • Directly responsible for profit and loss management, fiscal growth, customer base growth, and existing customer base retention efforts • Received four consecutive President’s Awards for Safety for incident-free years in 2013, 2014, 2015, and 2016

• Oversaw daily operations of single field location, and led a staff of 10 direct reporting employees • Directly responsible for profit and loss management, fiscal growth, customer base growth, and existing customer base retention efforts • Received President’s Award for Safety for an incident-free 2012

• Developed relationships with new and existing clients • Developed and implemented regional market strategy to foster residential and commercial business growth • Successfully retained existing business by continually reassessing and addressing customer needs

• Worked directly with President and GM to produce high level of effectiveness in sales and customer service • Responsible for employee training and engagement, tracked and reported customer satisfaction ratings • Directed employee and dealership sales goal setting annually to ensure General Motors objectives were exceeded