Job Description

Company description

The IKEA vision is to create a better everyday life for the many people. We do this by offering a wide range of well-designed, functional home furnishing products at affordable prices . We are part of IKEA Al-Homaizi Limited, operating in three countries - Kuwait, Jordan, and MOROCCO.

Our keywords are Home, People, Happiness, Development, Leadership, Inclusion & Diversity, All with Passion!

Join us to bridge your dreams and unique ideas within an organization that believes in People !

Job description

Purpose of the function

To make IKEA a relevant and trusted partner for business customers in Morocco by providing affordable, functional, sustainable and well-designed solutions that meet their business needs and create long-term value.

Purpose of the job

To drive profitable growth in the Services&offices business by building key customer relationships, developing and converting business opportunities, and connecting customer needs with relevant IKEA solutions that create value for both customers and IKEA.

Key assignments

• Develop the Workplace & Services customer portfolio in line with the IKEA for Business strategy and priorities.
• Build and maintain long-term relationships with companies, office decision-makers, facility managers, service providers and other key stakeholders.
• Identify, qualify and develop new business opportunities and maintain a healthy sales pipeline.
• Understand customer needs, workplace requirements, business challenges, project specifications and buying processes, and translate them into relevant IKEA opportunities.
• Lead customer opportunities from initial contact through needs assessment, solution development, proposals, negotiations and agreement.
• Collaborate with Interior Design Specialists, IKEA for Business Consultants, Tendering and relevant IKEA functions to develop and deliver relevant IKEA solutions.
• Grow existing accounts through repeat business, cross-selling and identification of additional workplace or customer needs.
• Manage the sales pipeline and follow up sales, conversion, profitability and agreed IKEA for Business KPIs.
• Build market knowledge by following workplace trends, business developments, competitors and emerging opportunities.
• Share customer and market insights to improve the IKEA for Business offer, customer experience and ways of working.

Qualification

Knowledge

• Workplace and services sector, customer landscape and business opportunities.
• B2B sales, Key Account Management and business development.
• Solution selling and translating customer needs into relevant IKEA solutions.
• Good understanding of the value of functionality, form, quality, sustainability and affordability.
• Commercial principles including sales, profitability, pricing and pipeline management.
• Moroccan workplace and services market, including key players, decision-makers and business dynamics.

Motivation

• Passionate about people, business and IKEA.
• Driven by understanding how people and businesses work and creating solutions that add value.
• Energised by building relationships, networks and new business opportunities.
• Motivated by making the IKEA offer relevant, accessible and affordable for business customers.
• Entrepreneurial, proactive and comfortable taking ownership.
• Curious and motivated by learning from customers, workplaces and the market.
• Driven to achieve results in line with IKEA values.
• Enjoys working through collaboration and achieving results without formal authority.

Capabilities

• Understands the customer’s business and puts their needs at the centre.
• Is self-starting and proactive, taking initiative and creating opportunities without waiting for direction.
• Drives profitable growth while balancing customer value and IKEA goals.
• Builds trust and long-term customer relationships.
• Connects customer needs with simple, relevant and affordable IKEA solutions.
• Influences stakeholders and moves opportunities forward without formal authority.
• Connects people, functions and IKEA capabilities around the customer.
• Challenges complexity and finds better ways of working.
• Uses customer and market insights to identify new opportunities.
• Takes ownership, acts with urgency and delivers results.

Ideal experience & education

• Bachelor’s degree or equivalent in Business, Sales, Marketing, Business Administration, Facility Management, or a related field.
• 5+ years of relevant B2B sales, Key Account Management or Business Development experience, with significant experience in the Workplace, Office or Services sector.
• Proven experience working with companies, corporate offices, service providers, facility management companies or similar businesses.
• Proven track record in developing customer portfolios, generating new business and managing strategic customer relationships.
• Experience managing complex sales cycles, projects and multiple customer stakeholders.
• Strong understanding of the Moroccan workplace and services market, including key players, decision-makers and business dynamics.
• Proven experience in solution selling, negotiation and pipeline management.
• Strong digital skills and experience using CRM and sales management tools.
• Fluent in French and English.
• Willingness and ability to travel to customers and business locations as required.

More Information

A few more details for you:

This is a full-time position based in IKEA Zenata . Some travel may be required.

Please send your CV in English and tell us why you would be a good fit for this role.