Patrick Jude McGrath
Middletown
Summary
Expert Maritime Executive with 15+ years of experience excelling at setting strategy and bringing the company vision across multiple diverse sales organizations worldwide. Articulate and persuasive communicator with proven ability to manage multicultural worldwide organizations. Active “Hands On” management style with strength in consensus building and capitalizing on personal and business relationships to steer decentralized organizations toward common goals. A pragmatic and direct approach to problem solving. A thoughtful stake and decision maker always aiming to create goals that align with improving company results.
Overview
37
37
years of professional experience
Work History
VP Sales - Northeast
HAPAG LLOYD (AMERICA)
08.2017 - Current
- Directly responsible for a team of 10 outside and 15 inside across NY, NJ, PA and New England
- Created Business Development Tele Sales group in NJ to service smaller customers
- Responsible for over 400,000 teus and 45 million in revenue in 7 primary trade lanes in and out of North America
- Reorganized Sales Support team and developed KPI’s around Quotes, Service Contract Admin, Rating and Disputes
- Created internet strategy to aggressively grow the neglected Trans Pacific Eastbound trade. Target 60% growth in year 2018 and exceed with contract awards of 50% more than 2017 contract year.
- Introduced program emphasizing led approach to sales targeting 15% growth in customer targeting and 30% selected to increase contribution per teu entry 15% year over year
- Merged Hapag Lloyd and UASC sales team into cohesive unit
- Quickly changed the culture of the Northeast Sales Team. Create a collaborative effort towards specific targets
- Introduced by steps sales expanded development incentive based sales incentive program
- On track to increase volume by 30% in 2018 including 50% increase in TPEB within assigned sales territory
SVP Trade Management Transpacific / Oceania
Hapag Lloyd
01.2012 - 07.2027
- Led cross-functional teams to develop and implement strategic initiatives aligning with corporate goals.
- Oversaw budget management, ensuring optimal allocation of resources across departments.
- Managed a team of 30 employees and grew department to 2 teams in North America and Asia
- Established key performance indicators to track progress and improve decision-making processes.
- Mentored senior leaders, fostering a culture of collaboration and continuous improvement.
- Delivered exceptional customer service by implementing best practices and fostering a culture of accountability within the organization.
- P+L Responsibility for round trip TP Trade
- Expertise in change management through two mergers in 3 years
- Lead the commercial initiative around 2 complete network changes. Coordinated up to 24 ship-systems an any one time
- Designed an inland marketing program that lead to $90 million per annum cost savings with no loss of profitability
Director of Trade Management (Latin America, Trans Pacific and Asia Europe)
HAPAG LLOYD (ASIA)
01.2007 - 01.2011
- Managed staff of 14 across Asia, North America and Europe
- Multiple positions with increasing responsibilities over 5 years on international posting in Asia
- Developed growth plan for India Sub Continent exports that led to double digit growth for four consecutive years
Director of Trade Management (Trans Pacific Eastbound)
HAPAG LLOYD (AMERICA)
01.1997 - 01.2007
- Initial experience in Change Management leading Eastbound TPE team in merge with CP Ships
- Developed strategic plans to increase market share in rapidly growing Trans Pacific Eastbound trade. Consistently grew between 2 and 4% above the market
- Overall trade responsibility (Single Direction)
- Developed North America integration plan custom rating system during merge with CP Ships
- Managed US Export Slot Control team
Account Manager, Pricing Manager
JEVIC TRANSPORTATION
01.1992 - 01.1997
- Developed a newly created sales territory - Doubled number of customers and tripled revenue in six months
- Managed team of 8 pricing specialists and 2 contract specialists
- Created standard process for pricing and quoting. Increased volume of daily quotes by 25% while improving margin
- Developed multiple new contract mechanisms to offer large set of pricing options to the customers. This drove growth from more profitable market segments (Small TL, Refrigerated Expedited services)
- Convert Pricing KPI’s from simple volume to contribution based metrics
- Implemented incentive based pricing model. Improved efficiency by increasing bills per pick-up from 2.5 to 6.3
- Directed customer negotiations top 20 key accounts for national sales program
Account Manager, Operations Supervisor
CENTRAL TRANSPORT
01.1991 - 01.1992
Education
B.S. - Business Administration, Double Major Logistics Management and Marketing
Robert Morris University
Skills
- Customer engagement strategies
- Sales performance optimization
- Ship system analysis
- Strategic planning
- Team coaching
- Cross-functional partnership development
- Effective change implementation
- Effective team leadership
- Effective negotiation techniques
- Effective relationship management
- Collaborative decision-making
- Analytical problem-solving
EDUCATION PROFESSIONAL DEVELOPMENT
- Industry: Invited Speaker at 2017 Gemini Shippers Association member meeting - Manhattan NY
- Technology: MS Office (Word, PowerPoint, Excel), Hyperion Analyze, Qlikview
- Invited Speaker at 2017 CONECT Northeast Trade and Transportation Conference Providence RI
Timeline
VP Sales - Northeast
HAPAG LLOYD (AMERICA)
08.2017 - Current
SVP Trade Management Transpacific / Oceania
Hapag Lloyd
01.2012 - 07.2027
Director of Trade Management (Latin America, Trans Pacific and Asia Europe)
HAPAG LLOYD (ASIA)
01.2007 - 01.2011
Director of Trade Management (Trans Pacific Eastbound)
HAPAG LLOYD (AMERICA)
01.1997 - 01.2007
Account Manager, Pricing Manager
JEVIC TRANSPORTATION
01.1992 - 01.1997
Account Manager, Operations Supervisor
CENTRAL TRANSPORT
01.1991 - 01.1992
B.S. - Business Administration, Double Major Logistics Management and Marketing
Robert Morris University