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HFB Business Leader

Khimki, Moscow Oblast Sales & Commercial Full Time

Job description


• You are energized by driving business growth and contributing to overall success of IKEA through collaboration and at the same time increasing customer value.
• For this role we believe you have minimum 3 years of experience in working with commercial planning, sales or similar and delivering results as well as minimum 2 years of experience in leading and influencing co-workers.
• You have ability to understand the complexity of IKEA business and the role of Commercial as an integrated part of the business.
• Furthermore, you have strong ability to lead while communicating in an inspirational way with IKEA tone of voice 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.
• You have broad knowledge of IKEA concept, brand objectives, values and vision as well as in IKEA tools, processes and cycles as well as of operational plans and goals including follow up on KPI.
• You have broad knowledge of how consumer acts, feels and behaves in a multichannel retail environment to apply the insights in the shopping experience design in all touchpoints 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 visits convert to sales is undisputed.
• You possess good project and change management skills and know how to apply these in an extremely ambiguous environment requiring cross-functional collaboration.
• Your knowledge of sales techniques and mechanisms as well as the pulse of the market is extensive.


• Steer the range, dimensioning and price ladder for the HFB to make sure it meets customer needs and demand. Set strategy on the local prices and propose commercial activities. Contribute with input on pricing and forecasting service offer
• Drive the long term growth of the business through the development of the commercial offer, sales techniques and activities through all channels
• Be responsible for the Sales planning and forecasting for the defined HFBs
• Steer sales and gross margin across channels to reach plan and react to deviations to ensure sales output is in line with selling objectives
• Develop local commercial solutions meeting the customer needs, by implementing solutions from Home Furnishing & Retail Design (HFRD), Market Support and create local sales solutions to further improve the experience and conversion
• Coach store co-workers throughout the market to develop competence on selling
• Actively cooperate with all key stakeholders within Commercial and beyond to secure integration, common focus and to maximize impact (for example Customer, Digital, CFF (Customer Fulfilment), Communications, Sustainability, Business Navigation Operations & Finance, People & Culture)
• Be a speaking partner with Range & Supply to provide local market relevant feedback
• Contribute to the integrated multichannel executions/output of the HFB unit and selling function in order to contribute to the business goals
• 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. Energy Efficient Lighting)
• This role is located in Moscow, Service Office. Some travelling might be required.


In the role as HFB Business Leader, you are responsible for leading the development of the selling approach as the “CEO” of the Home Furnishing Business Area (HFB) and for defining the sales strategy to maximize growth and profitability in all channels.