Ken Castinado
- Role
- Director Sales Operations at Eurofins Viracor
- Location
- Overland Park, KS, US
- LinkedIn followers
- 500 followers
About Ken Castinado
I have over 25 years of experience as a senior leader focused on delivering outcomes. I…
Experience
Director Sales Operations
Mar 2021 — Present · Kansas City, MO, US
Utilize a strong history of leadership in sales, healthcare operations, and entrepreneurship to manage the Inside Sales team and Sales Operations staff. Oversee team that is responsible for daily interactions with all product pricing, customer contracts/analytical and pricing models. Manage team forecasting/funneling and customer retention in addition to customer and product analytics. Spearhead team updating price books for all customers and financial and lab business applications. Lead team that developed and implemented new and expanded products. Led a team that successfully transitioned the CRM from Salesforce to Dynamic 365, planned and executed training for 90+ users over three months and steering daily meetings with the Headquarters CRM Transition team. Created an efficient and streamlined Sales Operations work request and tracking schedule/process, implementing a work queue to monitor daily requests with specific task dates for the sales teams, management and senior sales leadership. Led a Kaizen for the Full Life Time Value of Customer Green Belt program which identified customer satisfaction roadblocks in the Sales, Lab, Customer Service, Lab Operations, Marketing, and Sales Operations departments. Established and executed additional new programs to better serve customers while reducing the length of onboarding from two weeks to four days which yielded a high satisfaction rate from customers. Identified strengths and weaknesses of the pricing process and outlined 18 areas for improvement to be addressed across all areas based on findings developed and created a pricing portal which automated pricing for Sales, Finance, Accounting, and Lab teams. Managed a $2M sales goal for the Inside Sales team which was successfully met and exceeded in 2022. Re-developed the inside sales organization to include target hospitals, individual sales target of $670K and 80+ outbound calls per week for each team member.
Education
Miller Heiman
Selling Skills and Sales Operations - Large Account and Strategic Sales
2012 — 2012
University of Nebraska at Kearney
Bachelor of Science in Business Administration, Business
1983 — 1988
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