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.
