Leader Products & Solution Specifying, EMEA

The Leader Products and Solution Specifying is responsible for leading and further professionalizing the EMEA Specification, Technical Support, and Training functions, while driving end-user value creation and product, solution & application specification across regions.

• Minimize role overlap between Specification, Technical Support, and Training
• Drive specification excellence and conversion to additional revenue and profit
• Coach, guide and develop the Local Technical Support (LTS) team with a strong business focus and a performance culture
• Increase internal and external product awareness and effective specify with distributors, contractors, designers / consultants and end users
• Strengthen Viking’s as a “go-to” solution provider in the fire protection industry across all product lines
• Build a scalable, certified technical and training organization that directly contributes to revenue and portfolio growth
• Support a culture of continuous improvement aligned with the company values and commercial goals; identify gaps and act on training & development needs
• Support ongoing improvements to the Viking EMEA product portfolio

The Role:

The Leader Products and Solution Specifying drives the Company’s systematic efforts to maximize commercial success through non-direct sales activities.

DRIVE ADDITIONAL PRODUCTS REVENUE AND PROFIT IN EMEA THROUGH END-USER VALUE CREATION

Map end-users, identity industry needs, represent end-user to Product Management, build product specifications, and identify focus products to specify

• Fully own projects from A to Z, ensuring customer, influencer and end-user value creation with a strong commercial focus
• Build solutions that deliver measurable value to end users
• Identify USP’s and other specifiable products and systems within Viking EMEA’s range; develop appropriate specifying plans (target market segments and players, key discussion topics, value proposition, go-to-market approach)
• Produce necessary documents, articles, guidelines, supporting specification initiatives
• Implement specification plans in collaboration with relevant Viking EMEA’s functions (Local Technical Supports, Business Development Managers, Product Managers, Marketing, etc.)
• Establish metrics to measure commercial impact; track results and apply PDCA approach
• Transfer specification intelligence to the Sales team for project or customer opportunities,
• Maintain regular dialogue with Product Managers (water, gas & detection, foam) to communicate vertical market requirements and stay updated on key products and features.

DEVELOP A PRODUCT SPECIFYING CULTURE, METHODOLOGY AND PROCESSES WITHIN EMEA:

MATRIX LEADERSHIP

Lead, coordinate, prioritize, improve and measure performance.

• Lead and coordinate specification initiatives across LTS
• Provide them with business targets (key players, industry segments, projects, products) and measurable objectives related to specification activities
• Coordinate and, when needed, prioritize the specification work; monitor project-level progress and share updates regularly with Managing Director, Commercial Director and Product Managers
• Hold regular meetings with key stakeholders
• Regularly monitor LTS performance
• Act as door opener for local teams with end users and other influencers; leverage LTS proximity to local markets and languages to maximize the initiatives with EMEA global players
• Share knowledge, network and experience with the team
• Mentor LTS to improve their approach and performance
• Establish standard methodologies (including specification text blocks) and approaches for products and solution specification

Reporting line & travelling:

The role can be based in one of Viking EMEA European offices or Turkey. The role reports to the Commercial director and includes up to 25% of travelling.

Qualifications and experience:

• Bachelor’s or master’s Degree in engineering
• Background in fire protection
• 4+ years in specification, sales engineering, or technical sales
• Proven leadership international management is a plus

Personal characteristics:

• High technical credibility across products and applications
• Strong commercial mindset and value-creation focus
• Leadership in complex, multicultural organizations
• Open personality with empathic leadership style matching the values of the Viking organization
• Structured thinker with change management capability
• Strong stakeholder management and communication
• Comfortable driving accountability, specialization, and performance standards
• Entrepreneurial mindset with strong ownership and accountability
• High energy, hands-on, and execution-driven
• Fluent in English

Our offer:

Stable company: for over three decades, our company has stood the test of time, weathering economic shifts, technological revolutions, and industry changes. We are not just stable; we are a ship that has sailed through storms and emerged stronger. Be part of a team that values tradition, experience, and unwavering commitment.

Package: we offer competitive compensation that recognizes your expertise and dedication. Plus, enjoy the added perk of exciting work travel opportunities that broaden your horizons and enrich your professional journey

Great place to work: we are not just a big company; we are a close-knit community that spans continents. As you contribute to impactful projects, you will experience the best of both worlds: the resources and reach of a multinational structure combined with the warmth and support of a tight-knit family. Grow your career with us, collaborate across borders, and enjoy the advantages of a truly inclusive and nurturing environment. Apply now and become part of our extraordinary journey!