Technical Sales Representative, CASE

As a Technical Sales Representative for Trinseo, your primary responsibilities will include managing existing CASE business accounts, expanding into new markets, and developing key segment strategies. You'll be tasked with account and distributor management, negotiating effectively within your territory, and providing top-notch technical support to customers. Additionally, you'll keep abreast of product developments and market trends, using this knowledge to inform your sales strategies and deliver exceptional value.

To qualify for the Technical Sales Representative role at Trinseo, you should possess a Bachelor's or Master's degree in business or a related field, along with 5-10 years of pertinent experience in chemical sales, specifically within the latex binders and CASE markets. Strong communication skills, business acumen, and proven sales techniques—such as utilizing Salesforce and consultative selling—are essential for success in this role.

A successful Technical Sales Representative at Trinseo will need to excel in communication, negotiation, and relationship-building skills. You should possess a strong understanding of the CASE markets, particularly in building and construction, adhesives, and coatings. Additionally, being able to utilize account planning tools and demonstrate sales excellence behaviors will set you apart. A collaborative attitude and a passion for innovation will also greatly benefit you in this role.

Trinseo strongly believes that a diverse and inclusive workforce fosters innovative thinking and creative solutions. The company is committed to reflecting the communities we serve, embracing individuals of all backgrounds regardless of race, gender, age, religion, or experience. By encouraging a culture where every employee feels empowered to bring their full selves to work, Trinseo drives collaboration and success in every aspect of its operations.

As a Technical Sales Representative at Trinseo, you should expect to travel 25-50% of the time, particularly during the busy Q2/Q3 months. This travel will be essential to meet clients, engage with distributors, and explore new business opportunities within your territory to drive sales and growth.

In answering this question, share specific examples of your work in the CASE markets, focusing on your understanding of latex binders, adhesives, and coatings. Highlight any successful projects or accounts you've managed and the impact you've made on sales growth or customer satisfaction.

Discuss your personalized approach to account management, emphasizing the importance of building strong relationships with clients. Offer examples of how you've successfully maintained customer satisfaction and loyalty while also identifying opportunities for growth and new applications.

Convey your commitment to continuous learning by sharing the resources you utilize to keep informed, such as industry publications, networking events, and webinars. Mention any specific trends or changes you’ve adapted your strategies to address.

Explain your prospecting methods, including lead generation through networking, referrals, and digital tools like LinkedIn. Share a successful instance where your approach led to acquiring a valuable client, emphasizing the importance of building rapport.

Share your experience creating and delivering technical presentations to clients. Discuss how you tailor your communication style to engage your audience and ensure they understand the benefits of your products. Include any feedback you've received from past presentations.

Provide an example of a challenging negotiation situation with a client and how you approached it. Focus on your ability to listen to their concerns, find common ground, and arrive at a mutually acceptable solution without compromising Trinseo's values or goals.

Discuss how you collaborate with cross-functional teams, such as marketing, product development, and technical support, to enhance your sales approach. Stress the importance of teamwork in finding innovative solutions for customers.

Explain the metrics you use to evaluate your performance, such as sales revenue, customer retention rates, or market share growth. Highlight your focus on both quantitative and qualitative success indicators.

Articulate your genuine interest in materials and technologies that drive the chemical industry, emphasizing how satisfying it is to solve customer challenges. Share a story that reflects your passion for making meaningful impacts through your work.

Conclude with your enthusiasm for Trinseo's mission and values. Highlight specific aspects of the company culture, its commitment to innovation and sustainability, and your alignment with its focus on collaboration and diversity, showcasing that it's the right fit for you.