Sales & Marketing at TSC.

Situation

Regular visits to customer sites for installation and maintenance brought me into closer contact with the people using our systems. Those conversations led to follow-on work, new leads and opportunities, and were how I became involved in sales.

I joined TSC’s Sales team in 2015 and remained part of it until leaving the company on 4 October 2026. These responsibilities continued alongside my engineering and development roles, connecting product knowledge and customer support with commercial work.

Task

Contribute to the sales and marketing process, manage my assigned customers and opportunities, and take responsibility for proposals and ongoing account relationships. The role also covered CRM administration, marketing input, exhibitions and the practical coordination of installations, maintenance, support and training.

My own proposals and accounts were my responsibility, with opportunity analysis and planning carried out in collaboration with the wider team.

Action

Leads, opportunities and proposals

Contributed to creating, identifying, qualifying and managing leads and opportunities. This included assessing the likelihood of a sale and its expected timescale, and helping improve how we tracked and reviewed opportunities as a team.

Prepared proposals for the customers, accounts and leads assigned to me. I worked with colleagues to understand the opportunity, assess the requirements and develop an appropriate technical and commercial response.

Account management

Acted as the first point of contact for the accounts I managed, maintaining communication, reporting customer changes and identifying further opportunities. Keeping software and installations supported was part of that relationship, alongside new project work and ongoing maintenance.

Examples include the long-term relationships with Centrica Energy Storage and Halliburton, where individual projects formed part of a broader account history.

Marketing and longer-term initiatives

Worked with marketing on website content, product descriptions, blogs and case studies. New products, features and changes in capability needed clear explanations of what they offered customers, and I helped turn that technical knowledge into useful marketing material.

Contributed to SEO, keyword identification and analysis, and longer-term sales and marketing initiatives. The role connected what we were developing and delivering with how we presented it to potential customers.

CRM ownership and reporting

When TSC moved to Insightly CRM in 2016, I took responsibility for managing it as a system. That included improving functionality and reducing cost where possible, as well as supporting its use within our sales processes.

A recent contribution was a leads and opportunities dashboard that pulled Insightly data daily. It gave us a way to analyse lead and opportunity velocity as we made changes to the website and other marketing systems. I also ensured that the new website’s embedded lead forms connected directly to Insightly.

Events and business development

Represented TSC at exhibitions, events and webinars, including presentations and business-development conversations. The practical work included setting up stands, helping with logistics and supporting the team on site.

The ABB Offshore Europe exhibition is one example of work that combined technical delivery, demonstrations and customer-facing activity.

Installation, maintenance and support

Travelled regularly to customer sites to install and maintain training systems. These visits helped build relationships and often revealed further requirements, making service delivery an important part of sales and account management.

Within the Sales team, I helped coordinate those activities and keep track of the work required to support our customers. My work with TPS200 and IPC process-control systems gives more detail on the equipment and customer installations involved.

End-user and trainer training

Delivered end-user training and train-the-trainer sessions as part of new installations. Refresher training was also important as customer teams changed and new people took responsibility for operating or teaching with the systems.

Result

Over more than a decade, the role connected commercial activity with practical engineering delivery and long-term customer support. Customers had a continuing point of contact who understood both the equipment and their training needs, from early discussions and proposals through installation, training and ongoing use.

The CRM work added daily reporting and direct website lead capture to that process. Marketing contributions helped explain our products and project experience, while site visits, training and events maintained the customer relationships behind the opportunities.

These responsibilities remained a consistent part of my work from joining the Sales team in 2015 until leaving TSC in October 2026.