Summary
Overview
Work History
Education
Skills
Accomplishments
Training
Awards
Timeline
Hi, I’m

Josef McNeal

McKinney,TX

Summary

Dynamic and results-oriented Sales Director with a proven track record in life sciences and health tech, specializing in therapeutic nutrition and market access strategies. Expert in driving business innovation and revenue growth through strategic planning and execution of market access initiatives.


Adept at leading cross-functional teams and building collaborative relationships with key stakeholders in payer organizations to secure formulary access, optimize reimbursement pathways, and drive contracting opportunities with top GPOs, PBMs, and national health plans. A collaborative leader who empowers teams to enhance creativity and innovation, resulting in 50 upward promotions. Known for merging technology with healthcare, focusing on digital patient solutions that improve quality of life. Possesses a strong understanding of the digital healthcare landscape, supported by a background in information systems.


Extensive experience managing large P&L responsibilities and driving operational efficiencies in complex environments. Renowned for a strategic vision that bridges healthcare and technology, enhancing patient outcomes and market access through innovative solutions.

Overview

18
years of professional experience

Work History

Abbott

National Sales Director: Market Access/Pop Health
01.2021 - Current

Job overview

  • Managed large-scale trade shows and events, showcasing company offerings to potential buyers in various industries.
  • Negotiated and closed agreements with large customers and monitored and analyzed performance metrics.
  • Developed and implemented effective sales strategies and led nationwide sales team members to achieve sales targets.
  • Established strong relationships with key clients for long-term business growth and retention.
  • Designed and implemented comprehensive Market Access strategies that improved formulary access with National PBM and regional payers, significantly increasing market share for Abbott’s product portfolio.
  • Led a team of Account Managers, driving performance through targeted training and development initiatives that enhanced team capabilities in market access and stakeholder engagement.
  • Negotiated access agreements and contracts with key stakeholders in payer organizations, successfully expanding product access and optimizing reimbursement pathways.
  • Collaborated with cross-functional teams, including Payer Marketing and Sales, to develop and execute national pull-through strategies that aligned with business objectives and improved product demand.
  • Established strategic partnerships with major health plans and GPOs, resulting in a YOY 35% increase in contracted accounts and improved patient access to critical therapeutic solutions.
  • Developed and executed long-term payer strategies that integrated field sales needs with overall health system decision-making processes, enhancing customer satisfaction and sales performance.
  • Conducted performance evaluations and established goal-oriented metrics for team members, ensuring adherence to compliance guidelines and fostering a high-performance culture.

ABBOTT

Commercial Sales & Marketing, U.S. Operations
01.2019 - 01.2021

Job overview

  • Company Overview: Commercial Sales & Marketing, U.S
  • Operations (Group Practice/Oncology) - U.S
  • In charge of marketing and creating digital pieces to lead into the post COVID world of remote patient care, doing more with less
  • Oversee a team of 25 direct, 110 indirect, $5M P&L, and responsible for $50M in sales revenue of $930M (OP Brand Goal)
  • Authored timely and effective digital solutions for patient management in real time
  • Partnered with 40+ largest Internal Medicine and Oncology Institutions (326 Total, 5,000+ Offices, & 10m Patient Lives 55+), stratifying patients needing nutrition and providing data on patients' overall adherence to programs and recommendations, aligning information back to CMS quality metrics embedded into EHR Patient Records
  • Anticipated, trended, and strategized current market and future needs of the salesforce while providing tactical steps to achieving sales goals, increasing Abbott's Institutional, Ambulatory, and Retail business, promoting innovation and accountability
  • Fostered and strengthened partnerships with leading organizations in emerging markets, prioritizing CMS Innovations and Value Based Care
  • Identified growth areas within the changing Healthcare Landscape enabling Abbott to align with customers' initiatives while maintaining a sustainable Value Proposition
  • Developed continuum of care and quality improvement, enhancing population health outcomes in each respective market
  • Placed enhancements in the patient care workflow incorporating nutrition intervention into targeted populations
  • Aligned sales objectives with customer needs, while providing sustainable solutions that are timely and efficient to replicate nationally in emerging markets
  • Trained, coached, and inspired the sales force, partnering in major markets, reporting territory account managers annually, while driving sales and attaining business goals
  • Speaker and presenter at conferences and networking events: 2020 Healthcare Business Women's Association (HBA) Official Mentor, Dallas/Ft
  • Worth Chapter, HBA Key Note Speaker https://www.hbanet.org/news/2020/04/5/hba-dfw-presents-innovativeleadership-with-josef-mcneal; Guest Speaker on 'The Medical Sales Podcast,' https://lnkd.in/g2B3d6M; and keynote speaker for 'Stetson University & Med/Tech Industry' https://youtube/rN0WY0UifSw
  • Commercial Sales & Marketing, U.S
  • Operations (Group Practice/Oncology) - U.S
  • Ensured client retention and increased repeat business by maintaining regular communication with existing customers to assess satisfaction levels and identify additional sales opportunities.
  • Developed strong relationships with key clients, leading to long-term business growth and increased brand loyalty.

Abbott

Director (US) WEST: Strategy & Innovative Patient Solutions
01.2016 - 01.2019

Job overview

  • Company Overview: Director (US) West: Strategy & Innovative Patient Solutions
  • Planned, developed, and controlled activities while achieving sales and share increase for Abbott's Institutional, Ambulatory, and Retail business
  • Allocated resources while promoting corporate policies and objectives with a team of 20 Sales Managers, Regional Account Managers, and Sales Representatives
  • Oversaw a budget of $3M
  • Authored and pitched the idea to develop a sales division focused on targeted populations of health across the company
  • Created small but strategic teams with high efficiency focused time with executives
  • Landed partnerships with six large institutions to save 3M patient lives and established a marketplace to sell in to
  • Scaled new concept and division in 2017, incorporating nutrition into physician's workflow ultimately increasing patient market size by over 10M lives 55+
  • Formed partnerships with leading organizations in emerging markets with emphasis on the Affordable Care Act, IHI's 'Triple Aim' and vital role of nutrition in care coordination (Hospital → Ambulatory → Home)
  • Sourced and seated diverse and competitive employees, maintained an ongoing candidate pool, and hosted strategic job fairs
  • Director (US) West: Strategy & Innovative Patient Solutions

Abbott

SOUTHWEST SENIOR SALES MANAGER (Outpatient)
01.2013 - 01.2016

Job overview

  • Company Overview: Southwest Senior Sales Manager (Outpatient) - Specialty: Oncology/Pulmonology/Cardiology
  • Led a tactical sales team of 14 Representatives and Trainers in nutrition, increasing retail sales, growing the market, and expanding product usage on automatic protocol procedures in a given institution
  • One of four senior leaders chosen to create a new sales division focused on Oncology, Pulmonology, and Cardiology in the ambulatory space while recreating nutritional pathways for early nutrition treatment of patients
  • Managed a budget of 600K
  • Honored with #1 manager out of 25 and won Presidents Club three years in a row
  • Drove efficiencies and focus on call points with healthcare providers, increasing business 15%+ YOY
  • Delivered strong education to team and providers, creating trust in the process
  • Established key skill sets and growth as sales professionals through team building events for sales team to learn collectively
  • Evaluated employee performance, providing disciplinary action, writing performance appraisals and managing overall performance
  • Southwest Senior Sales Manager (Outpatient) - Specialty: Oncology/Pulmonology/Cardiology

Abbott

Earlier Roles: SE Sales Trainer & Sales Executive
08.2007 - 01.2013

Job overview

  • Expanded market share within the region by identifying growth opportunities and collaborating with cross-functional teams.
  • Achieved regional sales objectives by coordinating sales team, developing successful strategies, and servicing accounts to strengthen business relationships.
  • Increased regional sales by implementing strategic marketing plans and nurturing key client relationships.
  • Developed a successful sales team through rigorous coaching, performance management, and ongoing training.
  • Exceeded quarterly sales targets consistently by leveraging extensive product knowledge and effective selling techniques.
  • Conducted product demonstrations and presentations to potential clients to capture more sales.
  • Finalized sales contracts with high-value customers.
  • Participated in sales calls with direct reports to strengthen customer relationships and uncover possible opportunities for growth.
  • Managed recruitment, training and development for highly effective sales team.
  • Developed and led group training courses to align with corporate sales and service goals.
  • Trained on sales and account management practices to reduce process lags and enhance performance, efficiency and profitability.
  • Designed and implemented sales training program and documentation.
  • Assessed training program effectiveness on regular basis and improved upon deficient areas.
  • Collaborated with sales leaders to align training initiatives with strategic business goals.
  • Boosted overall customer satisfaction rates by emphasizing the importance of exceptional service during all stages of the sales process in trainings.

Education

Saint Leo University
Tampa, Florida

MASTERS OF BUSINESS ADMINISTRATION from Health Care Management

Stetson University
DeLand, Florida

BACHELOR IN BUSINESS ADMINISTRATION from EBT (Electronic Business Technology) /CIS

MIT Sloan

EXECUTIVE EDUCATION FOR FINANCIAL EXCELLENCE
01.2021

Skills

  • Innovative Initiatives
  • Brand Differentiation
  • Strong Communication
  • Customer Success Organization
  • Revenue Growth
  • World-Class Onboarding
  • Change Management
  • Management and Governance
  • Market Access Strategy Development
  • Payer Contracting and Negotiation
  • Stakeholder Management and Relationship Building
  • Strategic Planning and Profitability Growth

Accomplishments

  • 2016 The President’s Club Award Winner, finishing #1 in the Country as the SW Sales Manager Oncology
  • 2015 The President’s Club Award Winner, finishing #1 in the Country as the SW Sales Manager Oncology
  • 2015-2016 Emerging Leadership Program Training for Senior Executives at Abbott (GLOBAL) by KORN Ferry

Training

  • Lead for AN Executive Management and Sales Recruiting: NSN(National Sales Network) 2016, NSHMBA 2016, NBMBA 2016
  • Training: DISC Assessment Training, Pike, Constructive Criticism, Situational Leadership, Emotional Intelligence 2.0, Crucial Conversations, Leading in Change, Art of Effective Feedback, Motivating Others, Performance Excellence, Effective Interviewing, and ELP Korn Ferry Leadership Training

Awards

  • 2016, The President's Club Award Winner, finishing #1 in the Country as the SW Sales Manager Oncology
  • 2015, The President's Club Award Winner, finishing #1 in the Country as the SW Sales Manager Oncology
  • 2015, Ranked #1 in the Country for Sales Performance in the Outpatient Specialty Market (Oncology/Pulmonology)
  • 2015, Executive Leader Chosen to represent Abbott Nutrition at the American College of CHEST Physicians Meeting
  • 2014, The President's Club Award Winner, finishing #1 in the Country as the SW Sales Manager Oncology

Timeline

National Sales Director: Market Access/Pop Health

Abbott
01.2021 - Current

Commercial Sales & Marketing, U.S. Operations

ABBOTT
01.2019 - 01.2021

Director (US) WEST: Strategy & Innovative Patient Solutions

Abbott
01.2016 - 01.2019

SOUTHWEST SENIOR SALES MANAGER (Outpatient)

Abbott
01.2013 - 01.2016

Earlier Roles: SE Sales Trainer & Sales Executive

Abbott
08.2007 - 01.2013

Stetson University

BACHELOR IN BUSINESS ADMINISTRATION from EBT (Electronic Business Technology) /CIS

MIT Sloan

EXECUTIVE EDUCATION FOR FINANCIAL EXCELLENCE

Saint Leo University

MASTERS OF BUSINESS ADMINISTRATION from Health Care Management

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