**Job ID**: 251976 **Date posted**: 03/09/2024 **What you'll need to have**
- Knowledge of IKEA brand, values and vision
- Broad knowledge of analytic tools and selling processes
- Broad knowledge about B2B market environment, expectations from customers today and tomorrow to secure that commercial and service offers meet customer demands and needs
- Deep knowledge of sales mechanisms and the pulse of the market (customers, competition, news)
- Broad knowledge of how to optimize the customer experience across physical and digital touchpoints and content to increase the likelihood that customer contact convert to sales
- Strong capability on how to identify and realize opportunities for cross-selling and up-selling of IKEA products and services to fulfil customer needs
- Fluent in English and Italian **What you'll be doing day to day**
- Act as a member of the Selling Team and proactively contribute to Selling plan/output to deliver to the common objectives and goals
- Lead the service of home furnishing consultants, to maximize sales and customer satisfaction
- Actively cooperate with all key stakeholders within commercial and beyond to secure integration, common focus and to maximize impact
- Actively drive acquisition of new medium and high potential business customers and build up long term relationships with key accounts. You will work with different business client’s segment, from small startups to large corporations, to provide them with customized and sustainable furnishing solutions that suit their needs, budget, and vision
- Developing new segments and high potential opportunities in B2B, B2B2B and B2B2C understanding the potential and current customer needs and feed these needs into the Organization.
- Contributing to increase IKEA for Business awareness among new Business customers, promoting IKEA for Business services with proactive outreach and outbound initiatives, presentations, attending Fairs, social engagement, managing events
- Continuously gather information and insights of business customer needs and use these insights to create new solutions for customers
- Continuously develop relationships with major developers, architects, contractors and with colleagues in Selling, Logistics and Home Furnishing & Retail Design (HF&RD;) 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 negotiations in finalizing terms and pricing for RFPs and other Key Account deals
- Responsible for overseeing execution of won deals, coordinating and collaborating with colleagues 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 to secure long-term business relationships and an excellent customer experience
- 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) The purpose of the job is to drive the business for medium and large accounts in Italy, in order to create and sustain long term profitable relations with customers to enable extraordinary growth. We are the ones meeting our customers - in our stores, online, in our catalogue and beyond. We have knowledge of the IKEA product range, local markets and customer needs and we constantly find new ways of making real connections with our customers to maximize sales and profitability. Together with thousands of colleagues around the world we’re a diverse team working for the continued global success of the IKEA Concept - a concept that helps millions of customers create a better everyday life! WORKING WITH US HAS ITS REWARDS Being part of the IKEA team has many benefits. You’ll be part of an inclusive culture, driven by values and your growth will be guided by structured HR processes. As part of the team you’ll have access to:
Structured HR processes to support you in your growth (onboarding, training, coaching sessions, internal recruitment opportunities, etc) Wellbeing Offering, including an Employee Assistance Program (EAP) that provides you with immediate and confidential support for any concerns related to your daily life. Healthy and affordable food: you will have access to a corporate canteen and will be able to enjoy a complete meal for just over 1€ Employee discount: 15% on the purchase of IKEA products for personal use IKEA Vouchers for the most important moments in your life (marriage, cohabitation, birth or adoption of a child) Corporate discounts: you’ll have access to portal dedicated to our co-workers to enjoy discounts for different activities such as travel, leisure, technology and mo