Key Account Manager (IKEA for Business)

WHY WE WILL LOVE YOU
We are looking for a Key Account Manager who wants to be a part of the exciting journey where we secure that IKEA is the first-choice destination for businesses across all markets. In this position you will explore new growth opportunities and define the strategy and approach of how IKEA for Business will work with key account management. IKEA for Business has been identified as one of the biggest growth drivers, both for Ingka and Inter, the coming years and has a big potential for improvements and development.


To succeed in this role, we believe that you have excellent negotiation skills and the ability to navigate in a complex and challenging business environment where multiple stakeholders are involved. Your stakeholder- and change management skills are well developed and you get motivated by leading in change. We do also believe that you understand the complexity of IKEA and are passionate about achieving and exceeding goals in order to challenge the business for constant improvement and higher efficiency. In an inspirational way and with an IKEA tone of voice you have the ability to collaborate, engage, and build trustful relationships. Besides that, you have an excellent collaborative and communication mind-set and demonstrate strong IKEA leadership skills.


To be successful in this role, we believe that you have been working with key account sales, trading or other similar areas of B2B, for a minimum of 5 years. During these years you have achieved an excellent understanding and broad knowledge of key account management, sales, commercial business planning and customer experience. Please note that previous experience working at IKEA is a requirement for this position. You have strong documented sales records and experience in leading and influencing co-workers/teams/stakeholders. You are fluent in English (both written and in verbal) and can easily convey a message to business stakeholders and making impactful presentations.


You have broad knowledge of:
•            The global B2B market environment, expectations from customers today and tomorrow to secure that commercial and services offers meet customer demands and needs
•            Legislation, requirements and compliance standards in the identified key B2B segments
•            How to optimise the customer experience across physical and digital touchpoints and content to increase the likelihood that customer convert to sales
•            Change management methods and tools
•            The IKEA concept, brand objectives, core values and vision of creating a better everyday life for the many people




YOUR RESPONSIBILITES
As a Key Account Manager, you will drive extraordinary growth by positioning IKEA as the first-choice destination for businesses across all markets. Consequently, you will have a strong collaboration with the markets and act as the matrix to the key accounts. You will lead the strategic approach to become a truly accessible, relevant and affordable choice for the business customers. You will create working processes and solutions for big key accounts on national level and coordinate frame agreements and contracts of multi-national customers.


More in detail you will:
·       Lead the IKEA for Business offering and be responsible for the overall performance of the key account customer portfolio.
·       Work together with key stakeholders in legal and markets in answering legal question and be the necessary support when negotiating large and cross-national accounts, frame agreements etc.
·       Actively contribute with customer and market insights in cross-functional and cross- organisational developments connected to key account project and sales
·       Create an IKEA for Business digital roadmap in collaboration with other stakeholder within IoS, CBF and Ingka
·       Act as Subject Matter Expert in relevant agile teams within the Digital Unit in order to provide business expertise in digital product and solution development (for sales & payment, marketing and CX related topics)
·       Lead, coach and develop the team of Key Account Specialists in your team


This role is based in Malmö and you will report to the IKEA Business Manager.


ABOUT THIS WORK AREA
The mission for Market Support is to enable extraordinary growth by supporting the markets in a new era of meeting the customer. We will empower the markets to realize a simple, unique, and seamless meeting. We will provide our markets with economy of scale and exceptional quality in common solutions for all. We will organize for efficiency and effectiveness.
IKEA for Business is one of our biggest growth drivers the next coming years. During this journey, we want to make IKEA for Business the preferred destination for Business customers, create professional customer meetings and build long lasting relationships. It is an underdeveloped area which requires both changes to our current capabilities and future fundamental changes. To secure efficient and cost-effective IKEA for Business, new capabilities and ways of working needs to be developed. 


QUESTIONS AND SUPPORT? LET’S CONNECT!
If you have questions regarding the recruitment process, please feel free to contact Natalie Seaton, natalie.seaton@ingka.com. We look forward to receiving your application as soon as possible. Please note that we will be reviewing applications on a continuous basis.