Established in the 1930s as a trading business, Al-Futtaim Group today is one of the most diversified and progressive, privately held regional businesses headquartered in Dubai, United Arab Emirates. Structured into five operating divisions; automotive, financial services, real estate, retail and healthcare; employing more than 35,000 employees across more than 20 countries in the Middle East, Asia and Africa, Al-Futtaim Group partners with over 200 of the world's most admired and innovative brands. Al-Futtaim Group’s entrepreneurship and relentless customer focus enables the organization to continue to grow and expand; responding to the changing needs of our customers within the societies in which we operate. By upholding our values of respect, excellence, collaboration and integrity; Al-Futtaim Group continues to enrich the lives and aspirations of our customers each and every day
Overview of the role The main purpose is to manage the business development activities to drive new sales contributing to the company’s bottom line by:

• Coordinating the work to make IKEA more accessible and affordable in a sustainable way in UAE, Qatar, Egypt and Oman
• Supporting the total agenda of multichannel expansion development in a compliant and profitable way
• Managing the Business Plan (BPL) yearly process
• Initiating and leading new MPD programmes and managing/ implementing outcomes cross functional internally and with the total IKEA value chain
• Liaise with the company’s representative for IKEA related governmental/institutional relations

What you will do Business Development

• Develop and hold together the business development agenda for IKEA/ What initiative to invest in, when and with whom
  • Follow and participate in Inter IKEA Group strategic framework and business plan process
  • Drive new “innovation” initiatives from idea to reality
  • Areas on interest include block chain, digital retailing, co-creation, preparation for millennials, sharing economy, AI/automation and learning computing
• Lead the work to make IKEA more accessible and affordable in a sustainable way in UAE, Qatar, Egypt and Oman with the contribution of all internal and external stakeholders (Cross functional collaboration)
  • Develop and integrate the business development agenda to contribute to a positive customer experience and increased revenue and profit (1-3 years)
  • Optimize the customer experience in all channels and deliver results for the channels according to set performance targets, contributing to global and local objectives (1 year)
• Broaden our customer base by positioning IKEA in the hearts and minds of the many people, creating accessibility and affordability with a consistent and intuitive customer experience
  • Manage the total agenda of expansion projects in a compliant and profitable way
  • Sales channel development and expansion projects
• Participate in and contribute to governmental, institutional and Inter IKEA Group forums and its development by sharing best practices and identifying business opportunities
  • Contribute to competence networks to share best practices and enable agility and entrepreneurial development, identifying processes that create blockages are highlighted and addressed
  
  

Business Plan Process

• Identify, evaluate, negotiate and manage the most complex or strategically important business opportunities, that will contribute to the organization’s short and long-term business goals
• Own the Business Plan (BPL) yearly process
• Monitor the new sales and development performance and provide insights, data and analysis to stakeholders, added new business climate knowledge and trends

Market Potential Development (MPD) and Growth

• Initiate and lead new MPD programmes and manage/ implement outcomes of MPD cross functional with the total IKEA value chain
• Obtain conceptual approval from Inter IKEA group (including exemption request approvals) for all new development projects including Stores, e-commerce and other ways meeting new customers/ This includes no-standard solutions and the to be followed exemption process
• Deliver a market penetration plan
• Define the mix of customer meeting points (Phygital), services and customer fulfilment capabilities to capture the market potential and provide input to the conceptual offer development
• Evaluate the findings of market research or analysis projects, assess the viability of alternative opportunities, and present recommendations to Management (Eg. Consumer & Business Intelligence/ TPPs/ SLPs)
• Provide market feedback regarding market and competitive trends
• Support the expansion agenda into new countries across the total value chain, including commercial, retail, purchasing, logistics, finance and legal

Legal

• Align Inter IKEA Group and Al-Futtaim IKEA legal framework (legal alignment for expansion projects)
• Negotiate new legal relationship for development, innovation and MPD projects
• Be responsible for commercial negotiations

Product Compliance

• Manage the PR&C function
• Develop the risk portfolio for Al-Futtaim IKEA

Required skills to be successful

• Strong leadership across many managerial levels and functions
• Ability to inspire people and organisations to achieve extraordinary achievements
• Take holistic decisions always keeping the customer needs and seamless experience in focus, to drive new growth opportunities
• Ability to work and perform under pressure, with flexibility and simplicity
• Good communication, negotiation and influence skills

What equips you for the role

• 10+ years’ experience in business development and Project Management leadership roles
• Up to date knowledge of IKEA total value chain expansion in a multichannel environment (including new country entry)
• Good knowledge and experience in MPD
• Financial analytical ability to evaluate complex scenarios
• Governmental relationship and lobbying experience
• Compliance and requirement management for international business
• Ability to negotiate legal contracts in an international and complex environment
• Strong teambuilding and leadership skills
• Strong relationship and networking skills
• Process and organizational thinking
• Prioritization and decision-making skills
• Strategic and critical thinker with a proven record of success in expanding company objectives and exceeding business goals.

About Al-Futtaim Retail Al-Futtaim Retail has established itself as one of the leaders in Retail across the Middle East, Africa & Asia over the past 30 years. We have developed partnerships with some of the biggest and most respected Brands in the world including IKEA, ACE and Toys R Us in the Middle East and the Inditex Group of Brands (Zara, Mango, Bershka and P&B) across Asia. We are also one of the largest Global partners of Marks and Spencer’s in both regions with over 75 stores offering both fashion & food options.

Most recently we have been responsible for bringing brands to the Middle East for the first time with the exciting launches of Watsons and B&Q and we aim to continue to be agile and adaptive to our markets with new launches and further development. For this to be possible we aim to recruit the best talent from all backgrounds who will continue to challenge and develop our diverse workforce which includes over 100 nationalities across 12 countries. Join us today and make a difference…