IKEA Business Key Account Manager (Base Beijing)

Job ID: CN

Date posted: 13/03/

WHAT YOU'LL NEED TO HAVE

Broad knowledge of IKEA concept, brand objectives, values and vision
Broad knowledge of IKEA tools, processes and cycles
Broad knowledge of Group strategies, priorities and business planning process
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 up-selling of IKEA products and services to fulfil customer needs
Good knowledge of change management methods and tools as well as stakeholder management

YOUR RESPONSIBILITIES

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 (for example Digital, CFF (Customer Fulfilment), Communications, Sustainability, BNOF (Business Navigation Operations & Finance), People & Culture)
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
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
Be an active player in working on sustainability initiatives within selling through ensuring sustainability priorities are reflected across offering (e.g. Home Solar, Energy Efficient Lighting)

ABOUT THIS WORK AREA

We deliver sustainable, extraordinary growth by creating a new, unique, inspiring and convenient meeting with the customers. We deliver a multi-channel experience that adds value to the many people and inspires a home furnishing movement.