Open To Work
Joseph Linn
Carmel,IN
Quote
There is no way around hard work, embrace it.
Roger Federer
Summary
Strategic Commercial Sales and National Account Leader with 20 years of experience in the healthcare industry. Expertise in driving access and growth, leading large field organizations, and executing enterprise-level account planning. Skilled in developing high-performing teams and fostering resilient cultures to achieve top-line growth and margin enhancement.
Overview
29
29
years of professional experience
6
6
Certification
Work History
Regional Sales Director, Healthcare Provider Channel
Abbott Diabetes Care
06.2021 - Current
- Directed Midwest Region generating $476M annual CGM revenue across 10 states; led 7 managers and 58 representatives.
- Achieved consistent double-digit growth, securing top national performance in TRx Volume Delta.
- Led region to 91% Polaris engagement (2025) and top national activity KPIs.
- Directly supported Freestyle Libre CGM Epic implementation at BJC and other early adoption EHR integration projects at major US health systems (Northwestern and Community Health system integrations).
- Implemented Polaris AI, Veeva account planning tools, KPI scorecards, and forecasting enhancements.
- Built and deployed Predictive Model Business Plan (PMBP) for territory planning; scaled nationwide.
- Created Workday goal documentation for 400+ employees, improving clarity and alignment.
- Cultivated strong culture (“Midwest Machine,” “Handle Hard Better,” “Every Moment Matters”) that enhanced engagement and retained all managers over 5 years.
- Directed US Commercial strategy for ADC Diabetes Advocacy & Awareness program and led KOL engagement at ADA.
National Director, US Outpatient & Federal Healthcare Sales
Abbott Point of Care
06.2018 - 06.2021
- Held full P&L responsibility for $112M national outpatient and federal business; led 4 managers, 38 representatives and 3 National Account Managers, delivered 10% YoY growth in 2019.
- Led team in developing distribution and outpatient customer segment strategy for US Outpatient team, enhancing market reach in 2019 & 2020.
- Executed redesign of national field force and optimized territories, improving alignment with business goals.
- Led commercial director for Traumatic Brain Injury assay development contract worth $40M with the DoD.
- Created distributor management role and redesigned incentive compensation and reporting systems to strengthen partner relationships.
- Built Salesforce-integrated forecasting tool; improving accuracy and executive visibility.
- Navigated FDA field actions and COVID-19 disruptions, returning business to growth.
- Led business unit transformation typically owned by Sales Ops; demonstrating enterprise leadership.
- Achieved recognition in President’s Club as top director among nine, showcasing exceptional performance.
Manager, Ambulatory Care National Accounts & Federal Healthcare
Abbott Point of Care
01.2014 - 06.2018
- Achieved >6% annual growth in Federal Healthcare segment; earned Platinum Sales & President’s Club awards.
- Managed $24M federal and ambulatory care portfolio; grew team from 1 to 4 account managers, enhancing client engagement.
- Implemented outsourced inside sales team, increasing distribution capabilities and market reach.
Government National Account Manager & Sr. National Account Manager
Abbott Diabetes Care
12.2010 - 01.2014
- Secured exclusive CVS/Caremark and DoD TRICARE contracts worth $26.6M annually.
- Managed $100M contracted business with Medicaid, PBMs, VHA, DoD, and IHS, ensuring compliance and maximizing contract performance.
- Acted as chief representative for $420M joint Federal Supply Schedule contract, coordinating stakeholder engagement and driving contract execution.
- Led Salesforce CRM implementation and developed inside sales unit, achieving incremental $13M in annual revenue.
District Manager, Product Manager, Gov Account Mgr
Abbott
08.2004 - 12.2010
- Achieved multiple Presidents' Club honors for outstanding sales performance.
- Achieved recognition as top performer, District Manager of the year in 2010, demonstrating ability to excel under pressure.
- Led brand management initiatives to boost market visibility and strengthen brand positioning.
- Implemented strategic marketing campaigns that significantly contributed to revenue growth.
Lieutenant Colonel (O-5), Retired
United States Army
12.1996 - 09.2019
- Led Battalion of 85 soldiers, enhancing operational readiness and mission success.
- Commanded Immediate Readiness Mechanized Company, ensuring tactical effectiveness within 3rd Infantry Division.
- Awarded Bronze Star Medal and Combat Action Badge for leadership during Operation Iraqi Freedom.
- Instructed Leadership in Military History as Adjunct Professor, equipping future leaders with essential strategic insights.
- Certified US Army Trainer & Small Group Leader, Command and General Staff College.
Education
MBA - Finance
Colorado Technical University
BS - Political Science
James Madison University
Advanced Operations & Common Core -
US Army Command & General Staff College
Core Competencies
- Enterprise Account Strategy & Execution
- National & Regional Sales Leadership
- IDN/GPO Contracting & Health System Access
- Federal Healthcare (VA/DoD) Strategy & Contracting
- Market Development & Commercialization Strategy
- P&L Ownership & Revenue Growth
- Sales Force Effectiveness & Deployment Optimization
- KPI Development, Forecasting & Predictive Analytics
- CRM Optimization (Veeva, Salesforce, Tableau)
- Distribution Strategy & Partner Management
- Payer Access & Reimbursement Strategy
- Specialty Care, Diagnostics & Diabetes Marketing Expertise
- EHR Integration & Digital Health Enablement
- Market Access, Medical, Marketing, Training, HR & IT Collaboration
- Executive Stakeholder Engagement & Communication
- Organizational Transformation & Change Leadership
- Governance, Compliance & Ethical Leadership
- High‑Performing Team Development & Coaching
- Culture Building & Engagement Strategy
- AI‑Enabled Commercial Operations
Selected Awards
- Multiple President’s Club, Platinum Sales and DVP Awards
- Bronze Star Medal & Combat Action Badge
- Meritorious Service Medal
Certification
- Columbia Business School – Implementing Winning Strategies (Executive Certification)
- Salesforce Basic Administrator Course
- US Army Trainer & Small Group Leader
- US Army Ranger, Airborne and Air Assault Qualified
Timeline
Regional Sales Director, Healthcare Provider Channel
Abbott Diabetes Care
06.2021 - Current
National Director, US Outpatient & Federal Healthcare Sales
Abbott Point of Care
06.2018 - 06.2021
Manager, Ambulatory Care National Accounts & Federal Healthcare
Abbott Point of Care
01.2014 - 06.2018
Government National Account Manager & Sr. National Account Manager
Abbott Diabetes Care
12.2010 - 01.2014
District Manager, Product Manager, Gov Account Mgr
Abbott
08.2004 - 12.2010
Lieutenant Colonel (O-5), Retired
United States Army
12.1996 - 09.2019
MBA - Finance
Colorado Technical University
BS - Political Science
James Madison University
Advanced Operations & Common Core -
US Army Command & General Staff College