Sales Leader, IKEA Malaysia

We all know that your home is more than a house. At IKEA, we also believe your work is more than a job.

About the job

The purpose of the Sales & Leader role is to optimise sales and gross margin and profit within a portfolio of home furnishing businesses (HFB) through competitive pricing and commercial actions. This is achieved by understanding the IKEA business and range priorities, the national market, national competition, and consumers’ living situations. The role involves analysing current trends, predicting and optimising current and future commercial opportunities in close partnership with stores and IKEA of Sweden, working with shopkeepers to ensure they understand strategies and present the range commercially across all channels, steering and developing core processes, collaborating on these processes, and driving efficient, integrated ways of working for the market.

Your assignment

You understand & share knowledge about your market trends and competitors, our consumers and their living situations and use this knowledge to improve how our customers’ meet our range.

Knowing our global priorities, your range, the national market and competition. You use this information to define and agree your home furnishing business plan, thereby contributing to the country business plan.

You support the business growth by contributing to a commercial calendar which supports the commercial priorities and inspires more people to visit our selling channels.

You proactively monitor national competition, working with stores & the pricing tool, taking fast actions to ensure IKEA selling channels secure the lowest price, to be the first choice for home furnishings.

Supporting all selling channels in their drive to sell their volume commitments, monitoring their sales results and following up on deviations in order to improve poor performance and develop / share good examples.

Keeping all selling channels updated on their performance, good examples, major stock availability issues and important product information.

Ensuring that all product information in all media across all sales channels is correct and complete and that the appropriate volumes are available in the supply chain.

You actively work with your shopkeepers and understand their business development needs and work with them to secure their competence development including life@ home & product knowledge.

You decide, agree and deliver national sales, gross margin, gross profit and other Key Performance Indicators (KPI) and goals which reflect your portfolio of home furnishing business priorities.

You co-ordinate national price deviation actions, optimising commercial opportunities and the handling of outgoing products and overstock.

You regularly analyse and follow up on sales in all channels to steer shopkeepers / web merchandisers towards achieving our sales targets and gross margin goals and take actions accordingly.

Your profile

Strong interest / understanding of the customer shopping experience & how to optimise this.

A strong knowledge of the local market, competition, trends & life at home.

Strong analytical and numerical skills – able to draw insights from information and formulate this into a cohesive, engaging and inspiring strategic business plan.

A strong understanding of the drivers of sales, profit, gross margin and volume development.

To provide commercial steering for colleagues and matrix partners to optimise their business opportunities – sharing reports & information in a timely manner.

Range management & optimisation for a large number of products.

Developing & promoting key commercial activities for your portfolio of home furnishings businesses through all sales channels.

A strong understanding of IKEA store and service office operations.

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