Regional Sales & Range Leader | IKEA | Service Office, Jebel Ali – Dubai

Company description

About Al-Futtaim Private Company LLC

No two days are the same at Al-Futtaim, no matter what role you have. Our work is driven by the desire to make a difference and to have a meaningful impact with the goal of enriching everyday lives. Take our engaging and supportive work environment and couple it with a company culture that recognises and rewards quality performance, and what do you get? The chance to push the limits every single day.

As a humble family business that started on the banks of the Dubai Creek in the 1930s, Al-Futtaim has expanded to a presence in 31 countries, a portfolio of over 200 companies, and 42,000 employees. You’ll find us in industries ranging from automotive and retail, to finance and real estate, and connecting people with international names like Lexus, Ikea, Robinsons, and Adidas. Our team is proudly multicultural and multinational because that kind of diverse representation gives us the global mindset to grow and impact the people, markets, and trends around us.

About Al-Futtaim IKEA

GROWING TOGETHER…

We are a values-driven company with a passion for life at home. Our vision is to create a better everyday life for the many people.

Al-Futtaim IKEA holds the franchise rights for IKEA in Egypt, Oman, Qatar and the United Arab Emirates.

Job description

About You

You have the ability to priorities and organize own work in order to make the most efficient use of time available. You have the ability to work in a fast retail environment. You are driven to exceed goals and possess a desire to improve ways of working. You have interest for home furnishing, people life at home, and the IKEA range.

What’s more, we believe that you have the following knowledge, capabilities and motivation:

• Live and share the IKEA values every day.
• High School Graduate.
• Ideally several years of IKEA shopkeeper experience in one or several business areas
• Must have minimum 5 years retail experience
• Must have strong strategic, analytical and tactical abilities
• Genuine interest and knowledge of home furnishings
• Genuine interest in customers
• Genuine interest in the IKEA range and strong mathematical skills to be able to perform the gross margin calculations.
• Must have excellent communication and interpersonal skills
• Must be able to build working relationships
• Must be computer literate
• Abilty to work on very high workload.
• Strong Personal leadership skills
• Customer Focused

About the role

You will be in the Service Office organisation, there is a team of Sales & Range specialists that each have responsibility for one Business Area. In a territory where the Sales & Range specialists are highly experienced and skilled, some individuals can take responsibility for more than one Business Area. Securing that the range to be sold in the local market is selected and priced each business year. To achieve the Sales and Gross Margin goals as set by the Sales manager for your Business Area.

Key Specific Accountabilities:

Commercial

• Together with their colleagues and managers, they contribute actively in the development and implementation of a clear IKEA Sales & Range action plan for the store using the store business plan and country business plan. These are supported by input from Growing IKEA together and the IKEA Sales Direction & Strategy. Develop and execute an annual action plan for his area based on agreed goals.
• Stay in weekly contact and support the shopkeepers in the stores
• Select and ensure availability of products for all the marketing activities in the commercial calendar, in close partnership with the Logistics department
• Support the stores by producing buying guides for complex product series
• Maintain ongoing communication with the IKEA range distributor regarding all issues related to the range and the annual IKEA range cycle
• Coordinate all issues with regard to the IKEA range between the stores and the central retail management and between the central retail management and the IKEA distributor
• Maintain in-depth knowledge of the local home furnishings market (e.g. customers, trends and competitors)
• Ensure that systems and methods stated in IKEA Concept Documentation are implemented in regard to your areas of responsibility
• Set prices on the IKEA range in cooperation with the stores’ sales managers and reinforce the IKEA low-price profile by applying the guidelines stated in IKEA Concept Documentation
• Make sales budgets for the IKEA range
• Set local range priorities in accordance with the overall range strategy provided by IKEA of Sweden through the IKEA distributor
• Maintain ongoing communication with the IKEA range distributor regarding all issues related to the range and the annual IKEA range cycle
• Maintain in-depth knowledge of the local home furnishings market (e.g. customers, trends and competitors)
• Passionate about their products and actively learn about their content, origins and other benefits. Share this knowledge with their colleagues.
• Ensure to know the top-selling products, 4 Aces and 1 King, and that they are available and clearly communicated and displayed at all times. To promote alternative products when these are unavailable.
• Contribute to the planning, execution and follow-up of the store’s commercial calendars
• Follow up and communicate the agreed KPIs within your area of responsibility to the Core Area Manager and to the shopkeepers of the stores
• Strive to reach the sales targets for your Business Area as defined in the business plan
• Support the shopkeepers in all stores in your market by collecting and spreading good sales solutions
• Spur a healthy competitive situation between all stores in your market by running different types of competitions each year

Operations

• To ensure that systems and methods stated in IKEA Concept Documentation are implemented in the Sales and Range of all stores
• Be the matrix manager for the shopkeepers in all stores for your business area and together with them, you drive the annual plan for Sales & Range in this Business Area
• Define the range in your sales area of Showroom and Markethall to be sold by all stores and together with shopkeepers you drive the process of selecting the suppliers and managing all the contracts in order to achieve economies of scale in the purchasing by generating large volumes
• Enhance the competitive strength of the IKEA product range by ensuring the implementation of all range issues related to systems and methods stated in IKEA Concept Documentation and by keeping yourself updated about the local market conditions
• Strive to reach the IKEA positioning objectives
• To steer the performance in your area operations towards maximized sales and optimized long-term profit by:
• Applying sales methods in accordance with the Sales and Range the IKEA way manual
• Stay in contact with IKEA of Sweden and the distributor to select, price, phase in and phase out the range for your market
• Perform all range administration in the sales IT-system for products belonging to your Business Area
• Work closely with the Logistics team to secure that the sales forecasts are adapted to the sales patterns in order to achieve an optimal goods flow
• Choose products of the IKEA Extra range in accordance with the Choosing from the IKEA product range manual
• Set prices on the IKEA range and you work closely with the shopkeepers in the stores to continuously track competitors’ price levels in order to secure the IKEA low-price leadership. In this work, you use systems and methods described in the IKEA genuinely low prices manual and Setting prices the IKEA way manual
• Make sales budgets for the IKEA range in your Business Area
• Define the Local range in your sales area of Showroom and Markethall to be sold by all stores and drive the process of selecting the suppliers and managing all the contracts in order to achieve economies of scale in the purchasing by generating large volumes
• Co-ordinate with the catalogue production team within Marketing to complete the different text blocks, by timely inputs regarding pricing details and strategic product placements including timely inputs regarding the pricing details and strategic product placement

People

• Support the store shopkeepers to regularly conduct competitor analysis on the local markets. You take appropriate actions based on the results
• Committed to the development of Sales team and secure their training to ensure all co-workers understand the IKEA Concept and other key guidelines, and how they have an impact on their specific roles.
• Empower, support and coach Sales co-workers on the job to help them perform better and grow.
• Work actively to create an environment where the IKEA culture is a strong and living reality, and diversity is valued, to ensure the IKEA store is regarded as a great place to work.
• Ensure we have a simple and straightforward internal communication and information flow, and secure that key information is understood by all IKEA Sales co-workers.

Qualification

A few more things for you

Interest? Then please join us for a rewarding career journey!

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Before you click, “apply”: Please read the job description carefully to ensure you can confidently demonstrate why this opportunity is right for you and take the time to put together a well-crafted and personalised CV to further boost your visibility. Our global Talent Acquisition team members are all assigned to specific businesses to ensure that we make the best matches between talent and opportunities. We not only consider the requisite compatibility of skills and behaviours, but also how candidates align with our Values of Respect, Integrity, Collaboration, and Excellence.

As part of our candidate experience promise, we also want to make ourselves available to you throughout the application process. We make every effort to review and respond to every application.

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