Terry Davis, VP of Sales at Siegwerk, discusses his role in supporting regional management and business development teams to deliver on the company's differentiation strategy focusing on ink performance and customer support. The sales function has evolved, emphasizing consultative selling to address changing customer needs and efficiencies in the flexible packaging industry. Over the next 5-10 years, Siegwerk aims to develop solutions that cater to individual consumer preferences while minimizing food waste and enhancing product shelf life.

1. Innovation, and the evolution of the Sales function
Industry perspective: Terry Davis, VP Sales
Tuesday, February 21, 2017

2. 2 Insert / header and footer
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.
Industry perspective

3. Industry perspective
3 Insert / header and footer
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.

4. 4 Insert / header and footer
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?
Industry perspective