In Store - IKEA (B2B) Key Account Manager

Job ID: 298576

Date posted: 17/07/2025

• At least 5 years' experience in sales, customer experience or similar areas of activity and delivering results.
• At least 3 years of experience in leading and developing people and teams, experience from retail, preferably home furnishings or B2B/ Key Account Management.
• Experience in planning, performance improvement and performance measurement (business and people).
• Knowledge of the IKEA brand, our culture, values
• You have a good knowledge of the national B2B market environment, as well as the expectations of today's and tomorrow's customers, to ensure that IKEA's service offerings meet the needs and demands of customers and you have a broad knowledge of market trends in the relevant B2B segments
• Broad knowledge about legislations Broad knowledge about legislations, requirements and compliance standards in the different B2B segments
• You have fundamental knowledge of the sales mechanisms and industry standards in the defined metro market; pulse of the market (customers, competition, news)

• You are the subject matter expert within your team for the defined metro market and interface with the matrix partners in the SO (Service Office) and stakeholders in the IKEA units of your metro market.
• You act as a member of the selling team and proactively contribute to the business plan to achieve the common goals.
• You actively work with all key stakeholders within the Commercial team and beyond to drive stakeholder integration, shared focus and maximise business success (e.g., CFF (Customer Fulfilment), Marketing, BNOF (Business Navigation Operations & Finance), People & Culture, SO Matrix)
• You actively drive the acquisition of new business customers in your metro market and build long-term relationships with key accounts.
• You will continuously build relationships with key decision makers, architects, contractors, and other stakeholders in the construction industry to receive and contribute to all key requests for proposals (tenders) for the new construction and renovation of hotels, flats, office buildings, government offices and other properties relevant to your local market and the IKEA strategy.
• You will prepare offers within the given framework in tender processes, in a high quality and on time. This includes working with Selling, CFF and HF&RD (Home Furnishing & Retail Design) co-workers to deliver a comprehensive and competitive package of IKEA products and services.
• You will lead the negotiations in the finalisation of conditions and prices within the framework of tenders and other key account contracts according to the specifications set by IKEA.
• You supervise the execution of contracts from tenders won. To do this, you coordinate yourself and the cooperation with colleagues in your Metro Market and the SO Matrix and ensure a smooth process flow.
• You oversee the management of the lead pipeline, conversion rate measurement, tracking and identification of optimisation potential.
• You will manage the after-sales support of key account projects and quality management to ensure long-term business relationships and an excellent customer experience.
• You play an active part in transforming IKEA and promoting open collaboration in your store, as well as being a role model for IKEA values.
• You play an active role in sustainability initiatives in sales by ensuring that sustainability priorities are reflected throughout the offer (e.g., energy efficiency).