Sales Leader

The IKEA vision is to create a better everyday life for the many people. We do this by offering a wide range of well-designed, functional home furnishing products at prices so low that as many people as possible can afford them. We operate in Singapore, Malaysia and Thailand – and have an ambitious expansion plan to bring a little bit of Sweden to new markets in the region. We are part of the Ikano Group of companies and the only IKEA franchisee owned by the Kamprad family that founded IKEA.

We also develop, own and operate Shopping Centres that are anchored by IKEA and create walkable communities by including residential, office and other types of real estate in our development plans.

We work towards making sustainability a natural part of our everyday work. We are active in our communities, driving and supporting social initiatives that benefit children, women and the environment.

PURPOSE OF THE JOB

You optimise sales and gross margin and profit within my portfolio of home furnishing businesses (HFB) through competitive pricing and commercial actions. You do this by understanding the IKEA business and range priorities, my national market, national competition and my consumers’ living situations. You analyse current trends, predict and optimise current and future commercial opportunities in a close working partnership with my stores and IKEA of Sweden. You work with the shopkeepers in my home furnishing business to ensure they understand the strategies and how best to present the range through all channels in a commercial way.

RESPONSIBILITIES OF THE JOB

• You understand & share knowledge about your market trends and competitors, our consumers and their living situations and use this knowledge to improve how our customers’ meet our range.

• Knowing our global priorities, your range, the national market and competition. You use this information to define and agree your home furnishing business plan, thereby contributing to the country business plan.

• You clearly communicate business strategies/priorities to your shopkeepers in a way which motivates them to take ownership for their part in achieving IKEA’s overall goals and objectives

• You support the business growth by contributing to a commercial calendar which supports the commercial priorities and inspires more people to visit our selling channels.

• You proactively monitor national competition, taking fast actions to ensure that the IKEA selling channels secure the lowest price, so as to be the first choice for home furnishings.

• You lead the national core processes for your home furnishing business with a goal to secure turnover, profit, gross margin and develop volume commitments.

• Supporting all selling channels in their drive to sell their volume commitments, monitoring their sales results and following up on deviations in order to improve poor performance and develop/share good examples.

• Keeping all selling channels updated on their performance, good examples, major stock availability issues and important product information.

• Ensuring that all product information in all media across all sales channels is correct and complete and that the appropriate volumes are available in the supply chain.

• You actively work with your shopkeepers and understand their business development needs and work with them to secure their competence development.

• You ensure product training and services for my home furnishing business.

• You decide, agree and deliver national sales, gross margin, gross profit and other Key Performance Indicators (KPI) and goals which reflect my portfolio of home furnishing business priorities.

• You co-ordinate national price deviation actions, optimising commercial opportunities and the handling of outgoing products and overstock.

• You regularly analyse and follow up on sales in all channels to steer my shopkeepers/web merchandisers towards achieving our sales targets and gross margin goals and take actions accordingly.

• Through your everyday work you contribute to a people and planet positive business, social connection and environmental impact.

REQUIREMENT FOR THE JOB

Motivation 

• Passionate about home furnishings, you inspire & motivate others to help you achieve your goals.

• Driven by the need to continually learn about life at home in your market & turn these insights into practical and inspirational solutions for your customers.

• Committed to develop people & the business together.

• Hungry for knowledge and continual improvement in execution of your role.

• Highly self-motivated, comfortable leading a team or working independently

Knowledge 

• To understand how to create clear, simple & inspiring business plans from your insights and analysis. Monitor & share progress of the plan with frequent follow-up.

• Strong interest/understanding of the customer shopping experience & how to optimise this.

• A strong knowledge of the local market, competition, trends & life at home.

• Strong analytical and numerical skills – able to draw insights from information and formulate this into a cohesive, engaging and inspiring strategic business plan.

• A strong understanding of the drivers of sales, profit, gross margin and volume development.

• To provide commercial steering for colleagues and matrix partners to optimise their business opportunities – sharing reports & information in a timely manner.

• Range management & optimisation for a large number of products.

• Developing & promoting key commercial activities for your portfolio of home furnishings businesses through all sales channels.

• Experience of a management role within an IKEA Store.

• A good level of computer proficiency

Capabilities 

• Creating simple and solid sales plans, communicating these in ever engaging ways.

• Networking with colleague to identify, develop or share best practice for your business.

• The ability to turn customer data and insights into solid actions to drive business development.

• The lead the commercial agenda across peers and matrix partners for your business.

• To interpret and present business information in a clear, simple & engaging way.

• How to set, monitor and follow-up on business goals and action plans.

• To prioritise and organise your workload, working to clear & challenging deadlines. Version 1.0 Last updated on 27-Apr-2020.

• To engage stakeholders in your plans & build collaborative working processes.

• To review and evaluate processes for the purposes of continuous improvement.

• To provide detailed & specific feedback to colleagues & matrix partners on business performance

Please apply by 30-August-2024