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Sales Leader Core area Kitchen

Sales Leader Core area Kitchen

292544BR

Bangalore

It takes a dream to create a successful business idea...It takes people to make dreams a reality!!!

Working at the IKEA Group means that you are part of an inspiring, fun and fast-paced environment. We’re the world’s largest home furnishing retailer, with 155,000 co-workers and operations in 43 countries, but we value working in a non-bureaucratic way. Here you can always be yourself. In fact, we actively encourage it! At IKEA, we respect each other, our differences and are open to everyone making a contribution. So no matter where you work in the world, you’ll most likely rub shoulders with a diverse group of people – with different backgrounds, special skills and a quirky sense of humour.

We are currently looking for a Sales Leader Core area Kitchen to join our IKEA India team based in Bangalore

PURPOSE OF FUNCTION

To develop sales in an efficient and effective way in all media in order to attract more customers to come more often and buy more.

PURPOSE OF JOB

Optimise sales and gross margin and profit within home furnishing businesses (HFB) through competitive pricing. You will do this by:

  • Understanding the IKEA business and range priorities, my national market, national competition and my consumers’ living situations.

  • Analyse current trends, predict and optimise current and future commercial opportunities in a close working partnership with my stores and IKEA of Sweden.

  • Work with the shopkeepers in my home furnishing business to ensure they understand the strategies and how best to present the range in a commercial way.

OVERVIEW OF THE ROLE

Customers

  • Understand your market, our consumers and their living situations and use this to improve how our customers’ meet our range.

  • Work with IKEA stores and IKEA of Sweden to use our knowledge of our customers in our market, to ensure our customers` home furnishing needs are reflected in the IKEA range now and in the future.

  • Use the knowledge of the local market and competition to proactively secure the competitive advantage of our products.

  • See the stores through the eyes of your customers and give constructive, honest feedback to your shopkeepers on how they can improve the shopping experience for our customers.

  • Analyse individual store performance/customer feedback. Use this information to identify good solutions and ideas for improving the IKEA mechanical sales system and easy buying process. This allows you to best assist your shopkeepers in securing that our customer can Search, Find, Choose and Buy in order to sell more.

Commercial/Business

Overall objective is to grow sales and sustain long term profitability. By doing this:

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

  • Clearly communicating business strategies and priorities to your shopkeepers in a way which motivates them to take ownership for their part in achieving the overall goals and the IKEA objectives.

  • Support the business growth by contributing to a commercial calendar which supports the commercial priorities and inspires more people to visit the stores.

  • Proactively monitoring national competition and competitors, taking fast actions to ensure that the IKEA store secures the lowest price, so as to be the first choice for home furnishings.

  • Leading the national pricing process in your home furnishing business, based on your local competition, according to our pricing direction.

  • Actively encouraging your shopkeepers to understand their local markets and provide feedback to you, so that together you all can maximise commercial opportunities.

  • Working with your shopkeepers by giving them constructive feedback in order to develop their commercial skills.

  • Analysing current trends in order to predict and optimise current and future commercial opportunities. This is achieved by working in co-operation with stores, IKEA of Sweden and the IKEA supply chain

  • Supporting the stores in their drive to sell their volume commitments, monitoring their sales results and following up on deviations in order to improve poor performance and share good examples.

  • Ensuring the timely implementation of product launches, through engaging and encouraging the shopkeepers and supporting functions to take ownership for the success of these activities.

  • Keeping your stores updated on their performance, good examples, major stock availability issues and important product information.

  • Networking with your colleagues in other countries and IKEA of Sweden, sharing good examples and successes.

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

  • Ensuring the future perspective for your home furnishing business is taken into account when new stores and rebuilds are being planned.

  • Ensuring that all your actions are aligned with our objective of becoming the leader in life at home and growing with sustained long term profitability.

People

  • Actively work with shopkeepers and understand their business development needs and work with them to secure their competence development.

  • Visit IKEA stores and work with shopkeepers to help them identify commercial potential that will improve performance. Setting goals with them and agree follow ups, also keep the store sales manager updated on agreed actions.

  • Communicating IKEA home furnishing business priorities to the shopkeepers and motivate and support them in achieving their goals.

  • Creating an environment of trust by encouraging open, constructive, honest, two-way feedback with shopkeepers and colleagues.

  • Taking an active part in the recruitment process of shopkeepers. Recruiting using the IKEA values and by identifying what skills are needed to get the job done.

  • Taking responsibility with the store sales managers to support the development of the shopkeepers’ performance.

  • Working with the country sales manager to identify their successor.

  • Encouraging shopkeepers to work as a team, networking between stores and sharing good examples and successes.

  • Ensuring product training and services for your home furnishing business.

  • Being responsible for your own development and look at your manager and matrix for support in improving your competences.

Financial

  • Decide, agree and deliver national sales, gross margin, gross profit and other Key Performance Indicators (KPI) and goals which reflect your home furnishing business priorities.

  • Pricing your range competitively, securing the lowest price in your market and have the appropriate forecast to achieve:

    • agreed turnover

    • agreed profit

    • agreed gross margin

    • volume commitments

  • Ensuring all initiatives grow our sales and support the sustaining of long-term profitability.

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

  • Regularly analyse and follow up on sales to steer your shopkeepers towards achieving their sales targets and gross margin goals and take actions accordingly.

  • Control costs through working in a lean, simple, cost-conscious way using best practise

EXPERIENCE & SKILLS REQUIRED

  • Interest in people’s everyday life at home and in home furnishing

  • Experience of working in a customer-focused service industry

  • Experience of setting and implementing action plans, setting budgets and following up goals

  • Ability to prioritise and organise work in order to make the most efficient use of time available

  • Ability to set expectations and provide clear direction

  • Ability to communicate confidently and clearly in English

  • Experience of using knowledge of customer shopping behaviour to develop business plans Ability to engage your receiver and create a passion for your plans

  • A considered decision-maker

  • Self-reliant and motivated with proven ability to work as part of a team as well as independently

  • Good analytical and numerical skills

  • Ability to develop knowledge of the local market and business decisions

  • Experience of actively selling through understanding your customers and their needs

  • Computer proficient

  • Experience of selling gained in the retail industry, specifically the home furnishing market

  • Proven ability to drive profitability

  • Proven ability to build and maintain an effective network

  • Proven record of consistently meeting agreed budgets and goals, and working on plans over a number of years

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