Overview of the role

Oversees the Sales and Range responsibilities and activities of the organization. To develop and implement business objectives and targets by actively promoting and selling IKEA’s products, design and furnishing concepts to major clients outside of the Store cost base (B2C) and other areas of franchise operations. To ensure the department operates to the highest standards of service to achieve departmental targets. To achieve the Sales and Gross Margin goals as set by the Retail manager.

What you will do

Operations

• To ensure that systems and methods stated in IKEA Concept Documentation are implemented in the Sales and Range of all stores
• To continually develop knowledge of IKEA products and concepts.
• To assess the market and competition in terms of range, style, prices, delivery times, etc. to be able to maximise market impact and penetration of IKEA products towards achievement of sales and profit objectives.
• To be constantly aware of development in the home and office furniture/furnishing business by conducting regular local market visits and by studying international trade magazines and periodicals as well as attending external IKEA range Meeting and training.

Commercial

• To devise and implement effective marketing and sales strategies and promotional activities for the contract department.
• To be responsible for the establishment of contracts and promotion of IKEA products and concepts with large corporate entities in the different industries in order to cultivate large volume sales as well as awareness of IKEA’s capability to handle special orders.
• To monitor the territory management of the sales staff to ensure full coverage of the primary and secondary market areas in the company’s areas of franchise operation.
• To ensure timely follow up and accurate documentation of customer visits and requirements.
• To be an expert  in the field in terms of Product Knowledge.
• To be responsible for ensuring that customer’s requirements are adequately met by conducting site visits, monitoring delivery and installation of orders, ensuring design requirements and fulfilled, assuring customer problems are readily attended to.
• To ensure that the level of service provided to customers are of the highest standard.
• To liaise with IKEA principals’ on availability of stocks for specific projects, drawing of retail stocks only when absolutely necessary, as the overall aim is to make special orders to service large customers.
• Together with his colleagues and managers, they contribute actively in the development and implementation of a clear IKEA Sales & Range action plan for the store using the store business plan and country business plan. These are supported by input from Growing IKEA together and the IKEA Sales Direction & Strategy. Develop and execute an annual action plan for his area based on agreed goals.
• Ensure to know the top-selling products, 3 Aces and 1 King, and that they are available and clearly communicated and displayed at all times. To promote alternative products when these are unavailable.
• Contribute to the planning, execution and follow-up of the store’s commercial calendars
• Follow up and communicate the agreed KPIs within your area of responsibility to the Sales & Range manager and to the shopkeepers of the stores
• Follow up with the Contract Sales Executives on customers' inquiries and make sure that quotations are submitted within the set deadlines.
• Prepare and oversee the quotations done by the Contract Sales Executives and present them to the clients as per pre-defined requirements to ensure excellent customer satisfaction and repeat business. In conjunction with that to efficiently follow up within standardized time frames (as per IKEA policy), and to negotiate terms & conditions of payments as to safeguard & materialize a closed sales deal (as per IKEA policy).

People

• Make sure all co-workers having properly trained including development programs to secure the store performance and succession needs.
• Manage the recruitment of the Contract sales department. Ensure the vacancies are filled as soon as they arise and the right candidates are hired in the vacant positions.
• Ensure positive results in the employee survey and taking action in the areas where the satisfaction is low.
• Empower, support and coach Sales co-workers on the job to help them perform better and grow.
• Work actively to create an environment where the IKEA culture is a strong and living reality, and diversity is valued, to ensure the IKEA store is regarded as a great place to work.
• Ensure we have a simple and straightforward internal communication and information flow, and secure that key information is understood by all IKEA Sales co-workers.

Business Steering

• To be responsible for the preparation of the annual departmental budget and for ensuring that operating expenses are within the guidelines and objectives of the department.
• To be responsible for establishing annual and monthly sales and profit objectives

Sustainability

• Collaborate and align with internal and external stakeholders to secure sustainability is integrated across all IKEA Food market functions in delivering their sustainability contribution to the agreed frameworks and strategies.
• Secure local adaption of the global and country directions and ambitions, to deliver to the total business agenda and a more People and Planet Positive IKEA.
• Ensure that alignment, budget and resources are in place to move the sustainability agenda within the market.
• Enable and follow-up sustainability performance and progress based on the country business plans, Group tools and methods.
• Facilitate integration and implementation of sustainability by supporting functions with the right information, best practice solutions, tools & methods and ways of working.
• Explore and follow-up on sustainability situation in local PMA and contribute to the unit’s business agenda, provide feedback and share across sustainability matrix.
• Document and evaluate initiatives and activities with a view to capitalise on learning, sharing and promoting continuous improvement.