WHY WE WILL LOVE YOU
- Broad 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
- Broad 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)
- Broad knowledge about key account management
- Broad 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
- Broad knowledge of the possibilities to activate sales and the use of the commercial calendar and relevant associated store activities
- Broad knowledge of how to identify and realise opportunities for add-ons, cross-selling and upselling of IKEA products and services to fulfil customer needs
Capabilities:
- Good leadership capabilities including ability to lead peers and stakeholders while communicating in an inspirational way with an IKEA tone of voice
- Ability to prioritise and make decisions with speed and simplicity
- Ability to take a holistic view of a integral organisation and identify business opportunities accordingly
- Ability to follow up and measure performance of output and capture learnings to improve planning and performance moving forward
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)
YOUR RESPONSIBILITIES
- 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 Selling, CFF and Home Furnishing & Retail Design (HF&RD;) for a comprehensive and competitive bid package of product and services
- Lead negotiations in finalizing terms and pricing for RFPs and other Key Account deals
- Responsible for overseeing execution of won deals, coordinating and collaborating with co-workers across the business to proactively manage the process and avert issues
- Responsible for managing the leads pipeline, measure success rate, follow up and identify improvement areas
- 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
- 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 contribute to the transformation of IKEA