JT Glaster-West

Go-getter
DISC Type : d

Head of NA Sales, CastleGate Forwarding at Wayfair

Boston, Massachusetts, United States

Overview

JT Glaster-West is the Head of NA Sales for CastleGate Forwarding at Wayfair, leveraging extensive experience in eCommerce, supply chain, and retail. An effective leader with a background in category and account management, he graduated from the University of Delaware with a B. S. in International Business.

He has a demonstrated history of fostering strong partnerships, having worked for key Wayfair partner Walker Edison before returning to Wayfair in a leadership capacity.

Unique fact: While previously at Wayfair, he was the brand manager for their private label mattress brand, Wayfair Sleep.

Personality Overview

Challenger

Self-Confident

Direct & Candid

They care equally about the product and its potential impact.  They can be nudged to make faster decisions by offering what they value. They don’t always try to control the conversation but neither do they like yielding it fully.

Topics They Care About

Supply Chain Logistics
Currently leads sales for Wayfair's logistics and forwarding division, CastleGate. Previously managed partner operations, focusing on supply chain management and demand planning.
eCommerce Sales
His career is centered on sales leadership and national account management for major eCommerce players like Wayfair and Walker Edison.
Supplier Partnerships
His experience includes supplier negotiation and relationship management, highlighted by his posts celebrating successful partnerships with companies like Walker Edison.

Media Appearances

JT has no verified media appearances

Work History

6-2025
Head of NA Sales, CastleGate Forwarding at Wayfair
3-2024 - 5-2025
Director, National Accounts at Walker Edison
6-2023 - 3-2024
Customer Business Manager at Walker Edison
1-2022 - 1-2023
Senior Category Manager at Wayfair
8-2021 - 1-2022
Senior Manager, Partner Operations at Wayfair

Education

2009 - 2013
Bachelor of Science from University of Delaware

More Information

Social Presence :

Prographics :

Exp : 14 Location : Boston, Massachusetts, United States Job Level : Mid-senior Designation : Head of NA Sales, CastleGate Forwarding at Wayfair
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Insights For Selling To JT

During A Call Or A Meeting

DO's

  • Ask them questions confidently while doing discovery, don’t be apologetic
  • Refer to testimonials from others in similar positions
  • Make sure that you you respond to any queries from them quickly

DONT's

  • Don't try too hard to get friendly, let it happen with time
  • Avoid repeating yourself or making generalizations
  • Avoid long winding pitches, stay objective

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with JT is

  • Confidence in the product plays an important role, followed by powerful testimonials.
  • Will you ever get a clear answer from JT

  • They might hesitate a little, but they will say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will JT move?

  • Their decision making speed is somewhere in the middle.
  • Can JT take some risk or not?

  • Once they have analyzed the pros and cons, they can take some risks.

You And JT

Personality Compatibility


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