Job ID: 227978

Date posted: 16/02/2024

Who you are

As a person you are passionate about people, business, IKEA’s purpose and continuously driving better performance. You are energized by increasing customer value, driving business growth and contributing to overall success and results through people as well as motivated by leading and developing people.

You have knowledge in the following areas:

Formal qualifications in Marketing, B2B or Key account management, Sales, Business Management or equivalent Minimum 10 years of experience in Sales, Customer Experience or similar and delivering results Minimum 5 years of experience in leading and influencing co-workers and teams Experience from retail, preferably home furnishing sector or B2B/KAM Experience in planning, driving output and measuring performance (business and people).

• Sound knowledge of Group strategies, priorities and business planning process
• Good knowledge of change management methods and tools as well as stakeholder management
• Extensive knowledge of operational plans and goals as well as follow up on KPIs
• Broad knowledge about the local B2B market environment, expectations from customers today and tomorrow to secure that commercial and service offers meet customer demands and needs
• Holistic knowledge about legislations, requirements and compliance standards in the identified key B2B segments in the local market
• Broad knowledge of sales mechanisms and the pulse of the market (customers, competition, news)
• Adequate knowledge about key account management
• Vast knowledge of how to optimise the customer experience across physical and digital touchpoints and content to increase the likelihood that customer contact convert to sales
• Good leadership capabilities including ability to lead peers and stakeholders while communicating in an inspirational
• Ability to generate revenue by promoting digital and other products and services to others

Your responsibilities

To lead the IKEA Business team in positioning IKEA as the first choice destination for businesses to enable extraordinary growth. Developing new segments and driving successful complete offer solutions for business customers in the local market with emphasis on Small & Medium Enterprises (SMEs).

• Responsible for developing IKEA for Business from a “new business opportunity” into a sustainable extraordinary growth contributor in all its dimensions by implementing global solutions and by creating local solutions and initiatives, in order to provide an excellent business experience cross all touchpoints and drive sales to business customers.
• Leading a cross-functional team with specialists from Selling, Marketing, HF&RD, CFF and P&C to develop, execute and monitor a long-term IKEA for Business growth plan for the country and actively collaborating with all other needed functions.
• Continuously gather information and insights of business customer needs and feed these needs into Group Market Support (and sometimes Group Digital product teams) for global solution development
• Responsible for reacting to RFPs (Requests for Proposal) in coordination with HF&RD & CFF and Service fulfilment to maximize the chances of securing lucrative contracts
• Lead and coach stores in their interactions with businesses to drive sales and conversion
• Actively drive acquisition of new business customers and build up long term relationships with key accounts
• Act as a member of the Selling team and proactively contribute to Selling plan/output in order to deliver to the common objectives and goals
• Contribute to the integrated multichannel executions/output of the function in order to contribute to the business goals
• Measure performance of IKEA Business to maximize efficiency and effectiveness, and to ensure performance excellence throughout the year
• Be an active player in driving an open and sharing climate, be a role model of the IKEA values and contribute to the transformation of IKEA
• Be an active player in working on sustainability initiatives within selling through ensuring sustainability priorities are reflected across offering (e.g. Home Solar, Energy Efficient Lighting)