Technical Business Development Engineer, APAC Region

Who we are

TSL is a privately owned, profitable, SME headquartered in Marlow, UK with an additional full facility in LA, USA.

During 2022 we bounced back to our record level of business achieved in 2019, and in our FY’23 we achieved YoY bookings growth of +17%

Total quality, resilience and mission criticality are a priority - as such we are a ISO9001 certified organisation.

We benefit from a large, well-established installed user base across the globe.

A selection of our teir1 end-user accounts includes: Formula One, National Opera House London, LA Rams, European Parliament, NATO, 10 Downing Street, Tencent, NHL, MLB, Amazon, Facebook, JP Morgan, Goldman Sachs, Berkley School of Music, London Docklands Data Centre, CCTV, BBC, Sky, Sinclair, Fox, Univision/Telemundo, NexStar, Scripps, ESPN/Disney, Viacom/CBS, NEP, EMG, GameCreek, AMV, Doordarshan, TF1, RAI, SVT, IMG, Apple/MLS and more…

What we do

We cater to a diverse number of broadcast and broadcast-like market use cases offering a wide spectrum of applications including:

·         Live events Production

o    OB trucks / Fly-Packs

o    Venues: stadiums, arenas & festivals

o    Sports: Pro & College

o    e-Sports

·         Broadcast

o    Automation (Production, Playout, Newsroom)

o    Studio Production

o    Transmission & Playout (MCR)

o    Disaster recovery

o    Transition to IP

o    Ad Insertion

o    Protocol Translation

·         Government

o    Defense/Security, Parliamentary

·         Corporate

·         Education

·         House of Worship

Our solutions are market leaders in 3 complementary sectors:

·         Audio Monitoring range: IP / SDI / Dante / MADI / Dolby / Analogue

·         Control Solutions range: logic-based, modular, open control layer, physical and virtual panels, cloud-enabled

·         Power Management range: basic, intelligent & UIIM (Universal Intelligent Infrastructure Management)

Why we exist

TSL’s core benefit-to-customer themes include:

·         Sustainability

·         Efficiency

·         Productivity

·         Flexibility

·         We listen

·         We enable

·         We empower

·         We deliver

Overview

We need a pro-active hunter – a technical rain-maker to drive and deliver growth in new accounts through an ability to provide a technically sound early-stage consultative approach to identifying and closing opportunities and building relationships.

The Technical Business Development Engineer is regionally responsible for

·         representing the entire range of products and services in order to:

o    generate growth of profitable business revenues

o    achieve their sales and account objectives

o    influence product specifications in prospects project planning including tender process (RFI, RFP, RFQ)

New Business Development: The proactive targeted development and maintenance of high-quality relationships across multiple departments within NEW accounts and NEW relationships within existing accounts, including the use of targeted account-based marketing

-       Primarily to new or dormant prospective end-users

-       Secondly by creating awareness and appetite in Channel Partners for them to promote, specify and sell TSLs solutions to their end users

-       Priorities

o    Geographically focused on business development across; South East Asia, Austria/New Zealand

o    Collaborate and coordinate closely with the existing Regional RSM covering the region (who will manage out any existing CRM opportunities and will transition existing accounts and existing channel partners (system integrators, resellers, and consultants) to this new role over a period of time to be agreed)

Main responsibilities and tasks

·         New business development

·         Proactive in going the extra mile to generate and develop incremental sales growth throughout region

·         Meet assigned targets for profitable sales volume, strategic and individual objectives

·         Establish & develop productive, professional relationships with key personnel at prospective end-users

·         Travel within region as necessary to increase sales (estimated ~50% travel)

·         Achieve technical and application knowledge on all product lines

·         Manage and promote new product introductions 

·         Be a high-performing team player by proactively involving relevant personnel to develop relationships to achieve objectives. (e.g. support, product management, marketing)

·         Work with marketing and other relevant departments to optimise our knowledge and understanding of relevant market verticals, industry trends & to identify new market potential

·         Proactively maintain account plans where appropriate to develop performance objectives, financial targets, and critical milestones associated with a productive relationship

·         Proactively assess, clarify, and validate customers’ needs on an on-going basis

·         CRM proactivity to maintain accounts & contacts, opportunity detail, timely accurate forecasts

·         Report and present quarterly goals aligned to overall company and personal objectives

·         Professionally represent TSL to highest standards, doing the right thing ethically and morally

Knowledge & Skills:

Essential

·         Demonstrable experience and performance capability in technology sales

·         Highly results and performance driven

·         Have excellent communication skills, and the ability to influence customers to achieve quarterly and annual business objectives

·         Excellent time management and organisational abilty

·         Background/knowledge of Broadcast <and/or> ProAV <and/or> media industry

·         Excellent English Language oral/written communication and confident presentation skills

·         Deep knowledge of sales & account management

·         Experience of working in high pressured sales environments

·         Can do attitude, enthusiasm & high energy

·         IT user proficiency (ideally MS Office suite), including CRM usage

Desired

·         Background/knowledge of Broadcast, Pro Audio/Video

·         Knowledge/Relationships with broadcasters in the region

·         Experience of Broadcast or complimentary market operations

·         Understanding of existing TSL products and broadcast workflow

·         Second language is desirable