Hfb Leader

What you'll need to have
- Formal qualifications in Sales, Business Management, Marketing or equivalent
- Minimum 10 years of experience in working with commercial planning, sales or similar and delivering results
- Minimum 5 years of experience in leading and influencing co-workers
- Experience from retail, preferably home furnishing sector and in planning, driving output and measuring performance (business)
- Extensive knowledge of sales techniques and mechanisms as well as the pulse of the market (customers, competition, news)
- Broad knowledge of IKEA concept, brand objectives, values and vision and of IKEA tools, processes and cycles
- Good knowledge of project and change management methods and tools as well as stakeholder management
- Broad knowledge of operational plans and goals as well as follow up on KPIs and the local market environment, expectations from customers today and tomorrow to secure that commercial and service offers meet customer demands and needs
- Broad knowledge of how to optimise the customer experience across physical and digital touchpoints and content to increase the likelihood that customer visits convert to sales; of the possibilities to activate sales and the use of the commercial calendar and relevant associated store activities; of how to identify and realise opportunities for add-ons, cross-selling and up-selling of IKEA products and services to fulfil customer needs
- Ability to understand the complexity of IKEA business and the role of Commercial and selling as an integrated part of the business
- Ability to lead peers and stakeholders while communicating in an inspirational way with IKEA tone of voice
- Ability to prioritise and make decisions with speed and simplicity; to take a holistic view of a global organisation and identify business opportunities; to measure performance of output and capture learnings to improve planning and performance moving forward

What you'll be doing day to day

To lead the development of the selling approach as the “CEO” of the Home Furnishing Business Area (HFB). To define the sales strategy to maximize growth and profitability in all channels
- Drive the long-term growth of the business through the development of the commercial offer, sales techniques and activities through all channels
- Steer the range, dimensioning and price ladder for the HFB to make sure it meets customer needs and demand.
- Set strategy on the local prices and propose commercial activities. Contribute with input on pricing and forecasting service offer
- Responsible for the Sales planning and forecasting for the defined HFBs
- Steer sales and gross margin across channels to reach plan and react to deviations to ensure sales output is in line with selling objectives - Develop local commercial solutions meeting the customer needs, by implementing solutions from Home Furnishing & Retail Design (HFRD), Market Support and create local sales solutions to further improve the experience and conversion
- Coach store co-workers throughout the market to develop competence on selling
- Actively cooperate with all key stakeholders within Commercial and beyond to secure integration, common focus and to maximize impact (for example Customer, Digital, CFF (Customer Fulfilment), Communications, Sustainability, Business Navigation Operations & Finance, People & Culture)
- Be a speaking partner with Range & Supply to provide local market relevant feedback and contribute to the integrated multichannel executions/output of the HFB unit and selling function in order to contribute to the business goals
- Be an active player in driving an open and sharing climate, be a role model of the IKEA values and contribute to the transformation of IKEA and in working on sustainability initiatives within selling through ensuring sustainability priorities are reflected across offering (e.g. Energy Efficient Lighting).

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