Terry Callahan Email & Phone Number

Franklin, MA, US

Westwood, Massachusetts, United States

• As Vice President Commercial Operations I led a team of 25 and all aspects of our go to market execution including building Channel Partnerships, National Accounts, Pricing, Customer Service and the Animal Health.
• Doubled Distributor channel growth generating $8M of incremental revenue.
• Signed Platinum Agreement with Medline resulting in $5M in growth. 2x Platinum Vendor of the Year.
• Recovered key account McKesson and reversing decline. Generated $2M in growth… Show more As Vice President Commercial Operations I led a team of 25 and all aspects of our go to market execution including building.
• Recovered key account McKesson and reversing decline. Generated $2M in growth.
• Resigned all major GPO/IDN contracts with Premier, Vizient, HPG among others.

• Assumed additional responsibilities over time saving the company 4 headcount/$1M.
• Company acquired a second time capturing significant shareholder value.
• Negotiated and signed multiple GPO contracts with Premier, Vizient, HPG and other regional IDN’s.
• Leading new Animal Health business. Generated $650K in first year revenue.
• Hired, trained and led Inside Sales Team. Leads all regions @102% to plan with all reps hitting quota.

Braintree, Massachusetts, United States

• Added structure and purpose to a distressed commercial organization restructuring field sales, distribution an pricing mechanics improving gross margin.
• Company sold and change of control event resulted in significant shareholder value.
• Reduced Cost of Sales by $1M by restructuring field sales org optimizing territories.
• Develop analytics to impact field sales deployment, compensation plans, customer pricing etc.
• Led the requirements gathering, launch and ongoing… Show more Added structure and purpose to a distressed commercial organization restructuring field sales, distribution an pricing mechanics improving gross margin.
• Led the requirements gathering, launch and ongoing development of Salesforce CRM. Show less

Mansfield, MA

• Created and staffed new department to measure, monitor and drive change to the commercial structure and go to market execution of the business unit.
• Overhauled incentive compensation plans to better align and reward performance.
• Led National Accounts and GPO contracting. Signed all major GPO's to long term contracts.
• Established KPI's for direct sales territories. Data driven territory realignments reduced headcount and saved over $1M in cost of sales while maintaining… Show more Created and staffed new department to measure.
• Established KPI's for direct sales territories. Data driven territory realignments reduced headcount and saved over $1M in cost of sales while maintaining productivity and growth levels. Show less

Mansfield, MA

• Led the turnaround for a high share product line that was losing share and growing below the market.
• Led a marketing and clinical team of 10.
• Grew product line 12% annually and by $50M in total and increase share to 74%.
• Executed a seven member physician KOL advisory board to drive market development initiatives.
• Created, hired and trained a clinical support team to drive product compliance and customer retention.

Danvers, MA

• Conducted all market research and technology assessments on femoral vascular closure market.
• Assessed over twenty technologies in the US, EU and Japan..
• Developed and executed product line strategic plan that led to $14M incremental growth.

Southborough, MA

• Created and executed the go to market product launch for the Swedish made Prostalund System.
• Initial six months launch sales of $600K exceeded plan by 3x.

Lawrence, MA

• Wrote and received approval on two 510K for dialysate solutions contributing to the market launch of the home dialysis unit.

Marlborugh, MA

• Signed Kodak to a sole-source agreement worth $6M in incremental sales.
• Closed $1.5M in incremental sales through GE and Canon.

Menlo Park, CA

• Led a team of four driving business development for a dotcom startup.
• The team signed contracts with 18 hospitals and sixty cardiology practices exceeding plan for the year.

Natick, MA

• Led the marketing for capital/disposable product. Grew installations from 400 to 750 units.
• Grew single use product line from $16.8 to $19.6M while increasing market share from 74 to 82%.
• Developed/launched two devices generating $600K in incremental revenue in six months post launch.
• Led new business development activities that led to the distribution of a holmium laser from ESC Medical.

Natick, MA

• As Division Training Manager I developed and implemented a structured, formal new hire training program.
• Wrote curriculum, pre-read materials and formal training program.
• Established KPI for new hire productivity. Reduced time to full productivity from 9 to 6 months.

Natick, MA

• $1M Growth Award
• Promoted to Field Sales Trainer
• Sales Leadership Committee

Edison, NJ

• As Sales Rep and Sales Trainer at Baxter I grew the territory by $1M.
• Sales Rep of the Year Award
• Rising Star Award
• Promoted to Sales Trainer

Bamberg Area, Germany

Bachelor Of Science (B.S.)

Master Of Business Administration (Mba)