Job Description

Overview Of The Role:
The Regional Sales & Range Leader role is pivotal in the Service Office organization, focusing on selecting and pricing the range for the local market each business year. Key responsibilities include achieving sales and gross margin goals, coordinating resources across various departments, and implementing strategies to enhance sales performance and competitive positioning. The role demands strong analytical skills, a passion for home furnishings, and a deep understanding of the local market to effectively drive sales and range management.
What You Will Do:
Commercial

• Contribute actively to developing and implementing an IKEA Sales & Range action plan using the store and country business plans.
• Stay in weekly contact and support shopkeepers in the stores.
• Select and ensure availability of products for all marketing activities in partnership with the Logistics department.
• Support stores by producing buying guides for complex product series.
• Maintain communication with IKEA range distributor about range and the annual IKEA range cycle.
• Coordinate range issues between stores, central retail management, and IKEA distributor.
• Maintain knowledge of the local home furnishings market including customer trends and competitor actions.
• Ensure systems and methods stated in IKEA Concept Documentation are implemented effectively.
• Set prices on the IKEA range with store sales managers, reinforcing IKEA's low-price profile.
• Make sales budgets for the IKEA range and set local range priorities.
• Learn about top-selling products and ensure they're available, communicated, and displayed at all times.
• Contribute to planning, execution, and follow-up of store commercial calendars.
• Communicate agreed KPIs within your area to Core Area Manager and shopkeepers.
• Strive to reach sales targets as defined in the business plan.
• Support shopkeepers by collecting and spreading good sales solutions.
• Promote healthy competition between stores by running various competitions.
• Identify new business potential and resolve PR&C related issues.

Operations

• Implement systems and methods stated in IKEA Concept Documentation across all stores.
• Act as matrix manager for shopkeepers, driving the annual plan for Sales & Range.
• Define the Local range in sales area and drive supplier selection and contract management.
• Enhance competitive strength by implementing range issues related to systems and methods.
• Strive to reach IKEA positioning objectives.
• Maximize sales and optimize long-term profit by applying sales methods as per manual.
• Coordinate with IKEA of Sweden and distributor for range selection, pricing and lifecycle management.
• Perform range administration in sales IT-system for your Business Area.
• Secure alignment with Logistics team for optimal goods flow based on sales forecasts.
• Set and track prices based on competitor levels to secure IKEA low-price leadership.
• Register suppliers and COO with authorities to avoid gaps in the range.
• Monitor range availability to achieve agreed goals.
• Coordinate with catalogue production team within Marketing for strategic product placement.

People

• Support shopkeepers in conducting competitor analyses and taking action based on results.
• Develop and train Sales teams to understand IKEA Concept and guidelines.
• Empower, support, and coach Sales co-workers to improve their performance and growth.
• Create a strong IKEA culture and ensure diversity is valued in the workplace.
• Ensure straightforward internal communication, ensuring key information is understood.
• Identify potential successors for shopkeepers alongside the Sales Manager.

Skills Required