PURPOSE OF FUNCTION:
To support the development of sales in an efficient and effective way in all media, in order to attract more customers who come more often and buy more. We do this by optimising our sales priorities, commercial activities and ensuring the right forecasts for our total offer. Support the Sales Manager in developing and executing sales steering, selling the IKEA way, range grouping, pricing, range management and launches.
PURPOSE OF THE JOB:
Support the Sales manager to optimise sales and gross margin and profit within my home furnishing businesses (HFB). I work with the shopkeepers in my home furnishing business to ensure they understand the strategies and how best to present the range in a commercial way.
I work with my stores and IKEA of Sweden to use our knowledge of our customers in our market, to ensure our customers` home furnishing needs are reflected in the IKEA range now and in the future.
I see the stores through the eyes of my customers and give constructive, honest feedback to my shopkeepers on how they can improve the shopping experience for our customers.
I analyse individual store performance/customer feedback. I use this information to identify good solutions and ideas for improving the IKEA mechanical sales system and easy buying process. This allows me to best assist my shopkeepers in securing that our customer can Search, Find, Choose and Buy in order to sell more.
My overall objective is to support the growth of sales and sustain long term profitability. I do this by:
Clearly communicate business strategies and priorities to my shopkeepers in a way which motivates them to take ownership for their part in achieving the overall goals and the IKEA objectives.
Support the business growth by contributing to a commercial calendar which supports the commercial priorities and inspires more people to visit the stores.
Proactively monitoring national competition and competitors, taking fast actions to ensure that the IKEA store secures the lowest price, so as to be the first choice for home furnishings.
Actively encouraging my shopkeepers to understand their local markets and provide feedback to me, so that together we can maximise commercial opportunities.
Work with my shopkeepers by giving them constructive feedback in order to develop their commercial skills.
Analysing current trends in order to predict and optimise current and future commercial opportunities. This is achieved by working in co-operation with stores, IKEA of Sweden and the IKEA supply chain
Supporting the stores in their drive to sell their volume commitments, monitoring their sales results and following up on deviations in order to improve poor performance and share good examples.
Keeping my stores updated on their performance, good examples, major stock availability issues and important product information.
Ensuring that all product information in all media is correct and complete and that the appropriate volumes are available in the supply chain.
Ensuring that all my actions are aligned with our objective of becoming the leader in life at home and growing with sustained long term profitability.
I actively work with my shopkeepers and understand their business development needs and work with them to secure their competence development.
I visit my stores and work with my shopkeepers to help them identify commercial potential that will improve performance. I set goals with them and agree follow ups. I also keep the store sales manager updated on agreed actions.
I communicate my home furnishing business priorities to my shopkeepers and motivate and support them in achieving their goals.
I work with the sales manager to identify my successor.
I encourage my shopkeepers to work as a team, networking between stores and sharing good examples and successes.
I am responsible for my own development and look to my manager and my matrix for support in improving my competences.
I ensure all initiatives grow our sales and support the sustaining of long-term profitability.
I co-ordinate national price deviation actions, optimising commercial opportunities and the handling of outgoing products and overstock.
I regularly analyse and follow up on sales to steer my shopkeepers towards achieving their sales targets and gross margin goals and take actions accordingly.
I control costs through working in a lean, simple, cost-conscious way using best practise and continually look to find more effective ways of working.