Monday, May 1, 2023

Innovation, and the evolution of the Sales functionIndustry perspective: Terry Davis, VP Sales

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What does your job entail, on a day-to-day basis?

My primary responsibility is to work in concert with our VP Technology to support the efforts of our OFC (One Face to the Customer) Regional management and Business Development teams in delivering upon the promises of Siegwerk’s differentiation strategy to our customer base. The primary principles are to deliver in the areas of ensuring excellent “Ink Performance”, “Guidance and Support” and support to customer “Product safety and Regulatory” compliance.

Has the sales function evolved do during your career? In general, and at Siegwerk?

The sales function has absolutely evolved and continues to do so as customer demands and the focus of key buying influences change. At Siegwerk the focus is to build challengers who can utilize the Siegwerk OFC and Differentiation strategy approach to engage the customer in consultative, solution based support to drive efficiencies and applied cost value solutions.

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Where to do see the ink / flex pack industry heading over the next 5-10 years?

Within the CUSA (Canada/USA) Region, Siegwerk Flexible Packaging is seeing our customers working to develop solutions to address more individual and convenience needs in packaging associated with shifting consumer preferences. Ink and related solutions designed around short run capabilities will continue to develop in the short and mid-term.In addition a primary focus will continue to be the development of solutions to minimize food waste. The ongoing development to improve barrier solutions to improve the shelf life of food products is an important and exciting area Siegwerk will remain focused on.

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Can you tell us about a recent innovation you are excited to talk to clients about?

From an operational efficiency standpoint, Siegwerk’s Global In-House Harmonization (GIHH) and Process Management Consulting (PMC) business offerings are leading edge initiatives in providing “Guidance and Support” to optimize the financial performance of our customer base. As our customers operate in a more lean environment, they rely upon their supplier to not only supply quality products at market competitive value, but also to quantify how they will drive value within the business.

Our greatest asset truly is our people. In alignment with our motto of “Ink Heart and Soul”, we seek individuals who have energy and passion to work in a team environment to deliver differentiation solutions to our relevant market. The sales person who is motivated by listening, respectfully challenging non value added buying approaches and leveraging Siegwerk’s strong OFC support structure to provide solutions will find a welcoming and satisfying home at Siegwerk.

As a sales leader, what do you look for in a new salesperson joining Siegwerk?