PHILIP SEVIGNY

adujaj@r.postjobfree.com

SUMMARY

Business development expert with 30+ years as a top sales performer in the residential, commercial, and industrial market segments. Comfortable with a constantly changing business environment, and with the implementation of customer connect process improvements. Outstanding at delivering innovative solutions to complex internal and external customer related issues. Excels at forming and cultivating long term relationships with new and existing customers and internal business partners.

SKILLS

EXPERIENCE 03/2003 to Current

01 /1996 to 12/2002

New Business DeVelopment.

Project economics analysis and

• Construction project

evaluation.

management.

Training and mentoring

• Natural' Gas technology

co-workers and new hires.

consulting for' Residential,

Natural Gas infrastructure design

Commercial, and Industrial

and improvement.

Market Segments.

• Energy efficiency consulting.

Project contracts negotiating.

New Business Development Manager

Columbia Gas of MA — Lawrence, MA

•Provide market area assessments that Include economic evaluation and identification of long term opportunities .e.g. state Rt. 114 east corridor.

•Identify and target major commercial and residential builders and developers to manage new business opportunities. Establish a consistent pattern of platinum level service.

•Promote natural gas as the fuel of choice over alternate fuels to successfully negotiate commercial and industrial customer conversions.

•Contribute new business opportunities that result In profitable, Incremental gross margin to achieve targeted financial and growth objectives of the NB team Support and achieve marketing strategy objectives and goals.

•Engage with Management, Presidents, Regulatory and Legal on regulatory

Inltlatives wlthln state

•Proactively Identify key stakeholder needs/lssues that shall minlmlze conflict between partles.

•Develop and promote new business strategy, objectives, messages and direction in order to achieve team and company goals.

•Manage complex New Business construction projects. Deliver service to new and existing customers on time and on budget.

•Maximize ROI and minimize Life Cycle Costs for all NB construction projects by optimizing infrastructure design and minimizing initial installation costs assessed to New Business Capital Budgets.

Key Accounts Manager

Bay State Gas Company — Lawrence, MA

Please see above as to responsibilities and deliverables but with focus on the largest commercial and industrial accounts in the Greater Lawrence service territory and the Southern New Hampshire/ seacoast area of Northern Utilities Gas Company.

11/1987 to 01/1996 Commercial and Industrial Sales Represaentative

Bay State Gas Company — Lawrence, MA

•Increased monthly sales by implementing strategies to develop and expand existing customer base.

•Developed a new customer base consisting of small to large commercial and industrial accounts.

Exceeded targeted sales goals consistently year to year.

•Managed budget forecasting, goal setting and performance reporting for all major accounts.

•Delivered performance updates, and planning meetings. Targeted new long-term business partner prospects

•Negotiated rates to cut costs and benefit corporate partnerships. Planned strategic brand-building events (e.g. large customer and municipal meetings) to expand the accounts portfolio.

•Contacted new and existing customers to discuss how specific gas technologies could meet their needs.

Identified, coordinated and participated in client relationship-building activities and meetings.

Added value tomarketing material by introducing creative advertising concepts (e.g. plumber card) .Cultivated relationships with key players in various industries (e.g. mechanical contractors) to create ongoing and mutually beneficial referral systems.

Answered customer questions regarding natural gas as a fuel source, rates,

FT service, and availability.

•Developed growth plans by identifying key clients, key targets in coordination with economic development efforts.

•Leveraged lead generation tools to increase profitability and product presence in the marketplace.

•Leveraged relationships with sales engineering, marketing and customer support through internal training programs.

•Maintained up-to-date knowledge of industry, target accounts and competitive landscape.

•Added professional development hours on a regular basis year to year and obtained professional industry related exam based certifications via class room training, webinars, self study, etc.

•Marketed and developed key accounts by favorably representing the company at membership and community functions.

•Coordinated and managed major New Business proposal projects from initiation to implementation.

EDUCATION AND TRAINING

1979 Bachelor of Science: Biology

University of Massachusetts Amherst — Amherst, MA, United States

1992 Registered Commercial Gas Consultant Certificate # 4.: Commercial Gas Technology

Gas Technology Institute — Des Plaines, IL. United States

ACTIVITIES AND HONORS

Designation as Legend in Energy as awarded by Association of Energy Engineers Atlanta Georgia 2017.

Top Commercial Sales Representative Bay State Gas Company for CY 1 996.

New England CHP Council.

NGA NGV Committee.

Lawrence OC CMA Safety Committee.

Merrimack Valley Chamber of Commerce.

Contact this candidate