Canadian Pacific Hires Marsh as Sales VP

Marsh, who brings 25 years of international shipping industry sales and marketing experience, most recently served as executive VP North America Trade Division for Cosco Container Lines (COCSO), the global shipping giant.

 

CP has lost some big intermodal customers to Canadian National Railway Co., and appears to be taking a big step toward winning new contracts in the business of handling containers that travel by ship, rail and truck.

 

Marsh will lead a sales team that has recently lost the intermodal business of APL Ltd., Mitsui O.S.K. Lines, and Orient Overseas Container Line Ltd. in addition to Chrysler. CP has said it is happy to focus on domestic intermodal business, where the margins are better.

 

At CP, Marsh will be responsible for "enhancing existing revenue, winning new business, prioritizing and improving the quality of the book of business, diversifying the revenue base by creating new products and services, identifying opportunities — and developing strategies — for new, aligned lines of business," according to a CP press release.

 

Calgary-based freight carrier has set a target to increase intermodal revenue by 12 per cent by 2018, part of a plan to reach $10-billion in revenue and to double its per-share profits. Reaching these goals will mean boosting sales across a range of business lines, including hauling containers to and from ships destined for overseas ports.