Guy Nesbitt 3552 St. Ignatius Lane Franklin, TN 37064 Phone: (615) 599-0126 Email: guyboy@bellsouth.net Leadership Profile Innovative Leadership, Sales/Marketing Excellence, Executive Management, Market Penetration, Strategic Planning, Contract Negotiation, Team Building/Leadership, Presentations/Training, Turnarounds Dynamic leader with a passion for creativity and a demonstrated record of success in creating business initiatives to penetrate markets, strengthen existing market presence, and drive sales to new heights. Outstanding qualifications and documented record of success in building effective sales teams, designing training programs, fostering cooperation and active collaboration among divisions, improving close rates, and significantly reducing sales cycle times. Known for being a primary creator/innovator and negotiator of new deal models; earned and retained title of individual top business development and sales performer for six straight years. Hands-on leader with a capability for mentoring team members to grow to levels of excellence and become stars in their own right. Focused on developing strategic alliances to take advantage of emerging trends and business opportunities. Skilled in developing and leading sales and customer service teams. Superb communication and presentation skills. Professional Experience Concentra Network Services Dallas, Texas Senior Vice President 2006 to present Charged with leading sales, account management, and implementation for the Workers? Compensation business within this leading managed care company with $1.3 billion in annual revenues. * Developed and instituted formalized management controls, operational protocols, and procedures linking the client facing continuum from early sales through implementation and ongoing account management. * Integrated national account management representing in excess of $250 million per year of revenues through a number of separate divisional business units. * Refocused Workers' Compensation regional sales with a new go-to-market strategy and implemented initiatives to secure existing business and garner new incremental business. First Consulting Group, Health Delivery Division Long Beach, California Vice President, Outsourcing Sales 2004 to 2006 Provided leadership for outsourcing information technology sales into the healthcare vertical. Directed $30 million in new outsourcing business and $10 million in consulting projects annually. Orchestrated the development and implementation of new IT management offerings through creative financing and cost reduction instruments. Improved and refined the market niche for IT outsourcing; maximized on-site, off-site, and offshore operational models. Built an effective team of delivery, analytic, and sales experts to facilitate the end-to-end seamless delivery of a complex sales cycle. * Transitioned the outsourcing group towards a more competitive business model to improve the company value proposition while providing enhanced service features and contracting clarity for clients. * In the first year after restructure, the business unit achieved $145 million in total annual contract value, representing the best results in four years. Led outsourcing and consulting teams to successfully attain management plans. Cardinal Health, Provider Pharmacy Services Houston, Texas Senior Vice President, Sales 2001 to 2003 Served on the senior leadership team, directing national sales for management outsourcing and consulting services into the healthcare vertical. Architected a comprehensive restructure to position the business unit for turnaround success-rebuilt the sales team, initiated extensive training, and provided hands-on leadership by example in the field. Forged a due diligence team of veteran operations and analytical experts from within the company to conduct complex client discovery. Effected cooperative overhauls of both internal contracting processes and financial modeling tools resulting in a streamlined end-to-end sales and implementation model with a renewed focus on executive healthcare leadership. New integrated offerings characterized financial and contractual clarity, making board decisions simpler and faster. * Led business unit in attaining 191 percent over management plan, increasing annual revenues from $44 million to $110 million in the first full fiscal year. * Launched collaborative initiatives to reduce DSO (days sales outstanding) from 80 days to less than 30 days, achieve contract compliance, and provide accurate sales closure forecasting and effective pipeline management. * Employed internal consultative selling to secure team buy-in; achieved a series of "firsts" for structuring and selling complex yet cohesive multi-tiered corporate offerings to large clients. * In the second fiscal year, maintained record revenue achievement while streamlining processes, back-to-backing two record sales years and stabilizing the sales and contracting process that endured many years. McKessonHBOC Minneapolis, Minnesota Executive Director, Sales and Marketing 1994 to2000 Held various regional and national positions, leading sales for management outsourcing and consulting into the healthcare vertical. Carried out sales director responsibilities; participated in senior management strategy planning. Directed sales training and participated in product development, sales forecasting, and financial planning. Maintained this consistent success through the disruptions of three mergers, four name changes, five presidents, and a revolving door of direct reports. Became known as the division's primary creator/innovator and negotiator of new deal models. * Sold more than $42 million in one year, representing in excess of 84 percent of all new business that year. Personally generated incremental $60 million annual revenue over an 18-month period. No other individual came close to contributing in growing the division's revenues to $150 million per year. * Earned and retained title of individual top business development and sales performer for six straight years. Education/Professional Development * Bachelor of Business Administration Knightsbridge University, Torquay, United Kingdom. Thesis on Telecommuting. * 2003 Finance course-Wharton Business School, University of PA. * 2002 Executive Leadership course-Arthur Anderson St. Charles Campus. * 2001 Executive Finance course-Arthur Anderson St. Charles Campus. * 2000 Strategic Sales course-Gallup Organization, Minneapolis. * 1998 Strategic Selling course-0Miller Heiman, Atlanta. * 1997 Effective Negotiations course-Karrass, Boston. Publications: * 2005 White Paper-Leveraging IT Outsourcing to Improve Healthcare Provider Performance.