Justin Glass, MBA
Naperville,IL
Summary
Customer-oriented and strategic-thinking Senior Executive with over 25 years of experience in building relationships, cultivating partnerships, retaining top accounts and growing profit channels. Multi-tasking and self-motivated leader with proven experience driving execution and maximizing shareholder value. Seeking Chief Executive Officer & President opportunities.
Overview
30
30
years of professional experience
Work History
President, North America
Cosmo Films Inc.
Chicago, IL
05.2022 - Current
- Full P&L ownership of Cosmo Films NA - $70M NA packaging and labeling films business - independent subsidiary of Cosmo Films Ltd
- Developed and executed new commercial strategy targeting Specialty Film & Label vertical
- Sponsoring pivotal Specialty Films R&D projects in NA with +$20MM business gain in 24 months
- Executed overhaul of Business Development workflow, adding +$70MM actively worked target opportunities
- Improved NA organization design to better internalize VOC communication to functional work streams
- Implemented machinery sales to support niche films vertical with exceptional margins
- Implemented monthly SIOP forecast process, resulting in inventory reduction and increased inventory turns
- Realized substantial net margin improvement from 14% to 28% as mix changed aligned with commercial strategy.
Commercial Ops / Finance Director
DS Smith, Inc.
Atlanta, GA
09.2019 - 05.2022
- Own Commercial transformation of 12 regional production facilities to National team with aligned strategy ready to scale
- Own Pipeline & new business development, pricing strategy, margin improvement, tender process, & sales KPIs
- Own Commercial Finance/Ops Function for $660M NA Packaging segment within $8B global organization
- Authored 3-year Corporate Strategic Plan & Budget
- Created reporting and analysis of Unified Sales KPIs across regions & Business Units
- Created Sales Pipeline and led monthly update and reporting process across distinct Business Units
- Overhauled large brand Strategic Tender Review Process with business stakeholders
- Own commercial delivery of Churn and Margin Lift projects with margin impact of +$12 million
- Built and managed Raw Material Pass Through tracking, delivering +10% margin lift
- Created and managed Sales Incentive Plan targets and attainment tracking
- Built NA Customer Segmentation Plan and Model to Serve Mapping.
Commercial Director, Americas
Klöckner Pentaplast of America, Inc.
Gordonsville, VA
01.2018 - 09.2019
- Direct strategic plan, portfolio management, new business development, MARCOM, SIOP strategic pricing / price oversight, and sales support to drive revenue growth for food and consumer products (FCP) division
- Own commercial P&L for $300M Americas region within $1B global division
- Authored 3-year Strategic Corporate Plan for business adding +$70 million in revenue with investment in capital
- Adding +$13 million annualized revenue with launch of fresh protein vertical.
Marketing Director, Americas
Klöckner Pentaplast of America, Inc.
Gordonsville, VA
01.2016 - 12.2017
- Manage strategic sales and marketing campaigns
- Direct portfolio management, MARCOM, new business development, customer facing technical support and sales support
- Championed business case development and $15 million capital expansion to enable participation in fresh protein market
- Managed implementation of SalesForce CRM including development of $75 million sales funnel
- Awarded 'Global Marketing Award' for transformative marketing work.
Global Account Director
Klöckner Pentaplast of America, Inc.
01.2014 - 12.2015
- Oversaw strategic sales and marketing plans, preparing and delivering accurate forecasts for kp's largest customer
- Established and maintained strategic partnerships with c-level customer contacts
- Resulted in +$25 million annual net sales growth, 100% exclusive supplier position and several patented products
- Managed global accounts and monitored company performance, including sales, pricing, profitability, and variance.
Business Manager, Food Films & Medical Films
Klöckner Pentaplast of America, Inc.
01.2007 - 12.2013
- Managed food and medical films business, analyzing raw material costs, lead times, and inventories
- Managed $100 M Food and Medical packaging vertical for NA
- Led strategic NBD initiatives for +$5 million convenience, +$5 million ESD, +$7 million medical, +$20 million dairy gains.
Process Engineer & Technical Manager
Klöckner Pentaplast of America, Inc.
02.2003 - 12.2006
- Managed customer support, new product development, and operational standardization
- Collaborated with marketing and sales team on new product development strategy
- Launched research and development (R&D) projects to fill innovation pipeline.
Process Engineer & Ops Manager
Intertape Polymer, Inc.
Danville, VA
01.1998 - 01.2003
Manufacturing Engineer
G.D Package Machinery
Richmond, VA
01.1996 - 12.1997
Design Engineer
Basic Converting Equipment
Richmond, VA
06.1995 - 12.1995
Education
Master of Business Administration (MBA) -
Averett University
01.2002
Bachelor of Science, Mechanical Engineering -
Virginia Tech
01.1995
Skills
- Strategic Leadership
- Organizational Management
- Program Leadership
- Business Development & New Market Growth
- Revenue Generation
- Market Trend Expertise
- Customer Relationship Development
- Contract Analysis, Negotiation and Execution
- Innovation Vision & Execution
- Strategic Plan & Budget Leadership
- Financial Planning & Analysis
- Market Research
- Competition Competitive Analysis
- Change Management
- Key Account Management
- Customer Trend Analysis
- Recruiting and Hiring Top Talent
- Employee Training & Development
Timeline
President, North America
Cosmo Films Inc.
05.2022 - Current
Commercial Ops / Finance Director
DS Smith, Inc.
09.2019 - 05.2022
Commercial Director, Americas
Klöckner Pentaplast of America, Inc.
01.2018 - 09.2019
Marketing Director, Americas
Klöckner Pentaplast of America, Inc.
01.2016 - 12.2017
Global Account Director
Klöckner Pentaplast of America, Inc.
01.2014 - 12.2015
Business Manager, Food Films & Medical Films
Klöckner Pentaplast of America, Inc.
01.2007 - 12.2013
Process Engineer & Technical Manager
Klöckner Pentaplast of America, Inc.
02.2003 - 12.2006
Process Engineer & Ops Manager
Intertape Polymer, Inc.
01.1998 - 01.2003
Manufacturing Engineer
G.D Package Machinery
01.1996 - 12.1997
Design Engineer
Basic Converting Equipment
06.1995 - 12.1995
Master of Business Administration (MBA) -
Averett University
Bachelor of Science, Mechanical Engineering -
Virginia Tech