As a person you are passionate about people, business, IKEA’s purpose and continuously driving better performance. You are energized by driving business growth and contributing to overall success of IKEA through collaboration and at the same time increasing customer value.
You have a minimum 10 years of experience in Sales, Customer Experience or similar and delivering results as well as minimum 5 years of experience in leading and influencing co-workers and teams. You have experience from retail, preferably home furnishing sector or B2B/KAM. As a Business Key Account Manager you will utilize your sales skills and experience to actively prospect and secure new accounts.
You have knowledge of the IKEA vision, values and our business idea. You also have broad knowledge of Group strategies, priorities and business planning process as well as of operational plans and goals including follow up on KPIs. In addition, you have broad knowledge of key account management, sales mechanisms and the pulse of the market as well as how to identify and realise opportunities for add-ons, cross-selling and up-selling of IKEA products and services to fulfil customer needs. Your knowledge of the possibilities to activate sales and the use of the commercial calendar and relevant associated store activities as well as how to optimise the customer experience across physical and digital touchpoints and content to increase the likelihood that customer contact convert to sales is undisputed.
In the local market you have 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. You have a broad knowledge about legislations, requirements and compliance standards in the identified key B2B segments in the local market. You possess good change management skills and know how to apply these in an extremely ambiguous environment requiring cross functional collaboration. You have strong ability to lead while communicating in an inspirational way with IKEA as well as ability to take a holistic view of a global organisation and identify business opportunities accordingly. You are skilled at prioritising and making decisions with speed and simplicity. #MSL
WHAT YOU'LL BE DOING DAY TO DAY
•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
•Actively cooperate with all key stakeholders within commercial and beyond to secure integration, common focus and to maximize impact (for example, CFF (Customer Fulfilment), Sustainability, BNOF (Business Navigation Operations & Finance)
•Actively drive acquisition of new business customers and build up long term relationships with key accounts
•Continuously develop relationships with major developers, architects, contractors and other stakeholders in construction in order to receive and help shape all major Requests for Proposal (RFPs) for new builds and refurbishments of hotels, apartments, office buildings, government offices and other real estate relevant to local market and IKEA strategy
•Lead the authoring of high quality and timely responses of RFPs, including collaborating with co-workers in multiple departments, Sales, Finance, Marketing
•Lead negotiations in finalizing terms and pricing for RFPs and other Key Account deals
•Be responsible for overseeing execution of won deals, coordinating and collaborating with co-workers across the business to proactively manage the process and avert issues
•Be responsible for managing the leads pipeline, measure success rate, follow up and identify improvement areas
•Be responsible to lead after sales care for key account deals – follow up with help and information in order to secure long-term business relationships and an excellent customer experience
•Be an active player in driving an open and sharing climate, being a role model of the IKEA values and 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)
TOGETHER AS A TEAM
We are the ones meeting our customers – in our stores, online, in our catalogue and beyond. We have knowledge of the IKEA product range, local markets and customer needs and we constantly find new ways of making real connections with our customers to maximize sales and profitability. Together with thousands of colleagues around the world we’re a diverse team working for the continued global success of the IKEA Concept – a concept that helps millions of customers create a better everyday life!