Key Account Manager
IKEA · Posted Nov 2
Ready-to-assemble furniture, home accessories, and affordable interior design services
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About the role
The role sits within IKEA's Store Sales team in Bengaluru, which meets customers in stores, online and through the catalogue, using knowledge of the IKEA range, local markets and customer needs to maximize sales and profitability. The focus is on business customers and the local B2B market, including commercial planning, range and service knowledge, and competitor awareness. The Key Account Manager creates the KAM strategy and action plan, builds local business relationships, leads RFP and key account negotiations, and oversees deal execution and after-sales care.
What you will do
- Act as a member of the Store Sales team and proactively contribute to commercial plan/output to deliver to the common objectives and goals.
- Analyse the local market, specifically business customers and their business needs, and use this knowledge to improve the business customers’ shopping experience.
- Create the KAM strategy and action plan to deliver to the market business plan with input from key stakeholders
- Build long-lasting relationships with local business community and actively spread the awareness of IKEA as a brand and partner for business in the local market.
- Present and sell larger projects to the customers, stakeholder/management groups.
- Analyse sales and customer KPI performance and use this knowledge to prioritise initiatives and improve performance.
- Secure knowledge of the IKEA product range and services, business-approved range, national priorities, volume commitments, local market conditions and local store and online competitors.
- Actively cooperate with all key stakeholders within commercial and beyond to secure integration, common focus and to maximize impact – for example CFF (Customer Fulfilment), CAL (Commercial Activity Leader)
- Lead negotiations in finalizing terms and pricing for RFPs and other Key Account deals, follow-up on customer journey and see projects to completion.
- 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 to lead after sales care for key account deals – follow up with help and information to secure long-term business relationships and an excellent customer experience.
Skills used in this role
What the employer is looking for
- As a person you are passionate about people, business, IKEA’s purpose and continuously driving better performance. You are energized by increasing customer value, driving business growth and contributing to overall success and results through people as well as motivated by leading and developing people.
- Broad knowledge about key account management.
- Candidates should have broad knowledge about legislations, requirements and compliance standards in the identified key B2B segments in the local market and have a broad knowledge about key account management.
- Candidate should have experience in project management, analytical and numerical skills.
- Should be motivated by the IKEA culture and values and the unique IKEA ranges by increasing customer value and thinking customer first.
- Candidates should be energized by driving business growth and contributing to the overall success of IKEA through collaboration.
- The candidate should have the ability to understand the complexity of IKEA business and the role of Sales as an integrated part of the business, prioritise and make decisions with speed and simplicity.
- Candidate should have the ability to follow up and measure performance of output and capture learnings to improve planning and performance moving forward. Candidate should have strong collaboration, multi-tasking skills, negotiation and communication skills.
- Deep knowledge of the local market, our consumers and specifically business customers and their needs.
- Strong understanding of what excellent customer service looks like
- Strong knowledge of competitors in the local market.
- Broad knowledge of the possibilities to activate sales and the use of the commercial calendar and relevant associated store activities.
- Deep understanding of the Business Customer Experience maps and how to influence each step of the customer's journey.
Benefits and support
- Compensation and benefits are detailed in the job posting
About IKEA
IKEA is a multinational conglomerate that designs and sells ready-to-assemble furniture, kitchen appliances, home accessories, and various services. Founded in Sweden, it has grown into the world's largest furniture retailer, known for its modernist designs, flat-pack logistics, and affordable prices. The company operates through a complex franchise system encompassing retail operations, design, manufacturing, and supply chains globally.
- Industry
- Retail
- Company size
- 220,000+ employees
- Founded
- 1943-07-28
- Location
- Delft, Netherlands
- Funding stage
- Private Company
Leadership
Jakub Jankowski
CEO, Inter IKEA Group
Pontus Erntell
Chief Financial Officer (CFO), Inter IKEA Group
Jesper Brodin
CEO, Ingka Group
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