Brian Casto is a senior business leader and sales executive recognized for his strong business acumen, and ability to build adaptive high performance, motivated sales teams. His unique talents in leading field and inside sales teams across all geographies and customer industries are supported by his pioneering spirit, competitive drive, and enterprising approach to strategic customer focused selling. Brian’s employees have recognized his confident inclusive leadership style and his superiors have always acknowledged Brian for his adaptive, resourceful, collaboration and direction. All have recognized Brian as a strong and motivating communicator.
Brian’s leadership and creative execution of a long-term strategic vision, stem from 30 years of experience. He uses that experience to guide and serve his clients and Group 19. Under his leadership, Group 19 has helped clients build the mission, objectives, strategies and tactics to achieve new levels of revenue growth. He has helped clients introduce new products, access new markets, build powerful partnerships, deploy scalable structures, and build / manage high performance sales organizations.
In his position as World Wide Sales Development Manager for AMD, he built all sales and coverage strategies for this first of a kind role for AMD at IBM. Building relationships with key IBM and Channel leaders around the world and providing a keen focus on sales management, Brian’s efforts helped AMD double volumes in year 1 and grow overall share by 80% in year 2. His approach of providing strong World Wide leadership and helping enable local regional leadership provided for sustainable growth.
As Sales Director with SAS, he and his newly built SAS Mid Market team closed 743 sales transactions in the first year, 268 (36%) were brand new customers to SAS. These 268 new customers will be customers for life and will drive hundreds of millions of dollars to SAS over time. His approach to combine efforts of Inside Sales, Field Sales and Business Partners produced those transactions efficiently, setting high productivity records at SAS. Brian has consistently met his vision of improving an organization’s longevity by economically fueling long-term growth with satisfied and totally new customers.
Prior to building the SAS Mid Market organization, Brian built the vision and the organization for SAS Sales to Strategic Multi-National Large Accounts, for which he was recruited to SAS. Additionally, Brian as a Sales VP led the Strategic Accounts Sales organization in the US for Baan, an ERP software provider. At IBM, he pioneered large account strategic software selling techniques and led various sales teams responsible for all industries and products. The foundation for Brian’s high integrity and strong work ethic were built when he was a police officer and the youngest Police Chief in the United States.
Brian earned his BS in Mathematics from West Virginia State. He has received additional training in Business Management and Sales Leadership.
