IKEA Business Key Account Manager

IKEA; Navi Mumbai; On-site; INR 2,500,000 - 4,000,000; Full time

Job summary

IKEA in Ahmedabad/Gujarat is seeking a senior sales leader to drive growth with key accounts and major developers. The role focuses on building durable relationships in the local B2B market, leading cross-functional bids, and shaping strategy through measurable outcomes.

The candidate should bring extensive experience in retail or B2B/KAM, strong negotiation skills, and a track record of delivering results while aligning with IKEA values and sustainability goals.

Qualifications

• Minimum 10 years of experience in Sales, Customer Experience or similar and delivering results.
• Minimum 5 years of experience in leading and influencing co-workers and teams.
• Experience from retail, preferably home furnishing sector or B2B/ KAM.
• Experience in planning, driving output and measuring performance (business and people).

Responsibilities

• Act as a member of the Selling team and contribute to Selling plan/output to deliver objectives.
• Cooperate with key stakeholders within commercial and beyond to secure integration and maximize impact.
• Drive acquisition of new business customers and build long term relationships with key accounts.
• Develop relationships with developers, architects, contractors and other stakeholders for RFPs.
• Lead authoring of high quality RFP responses and bid packages with cross-functional teams.
• Lead negotiations in terms and pricing for RFPs and key deals.
• Oversee execution of won deals and coordinate with colleagues to manage processes and issues.
• Manage the leads pipeline, measure success rates, and identify improvement areas.
• Lead after sales care for key accounts to secure long-term relationships and customer experience.
• Promote an open, collaborative climate aligned with IKEA values and sustainability priorities.

Skills

Key account management

Sales leadership

Relationship building

B2B sales

Negotiations

Education

MBA or equivalent in Marketing/Sales

Job description

As a person you are passionate about people, business, IKEA’s purpose and continuously driving better performance. Energized by driving business growth and contributing to overall success of IKEA through collaboration. Passionate about understanding the behaviours of the many companies, their co-workers and clients and current Home Furnishing trends and life at work trends. Motivated by finding new ways through co-creation with colleagues and other IKEA units

For this role we believe candidate should have Formal qualifications in Marketing, B2B or Key account management, Sales, Business Management, or equivalent Minimum 10 years of experience in Sales, Customer Experience or similar and delivering results Minimum 5 years of experience in leading and influencing co-workers and teams Experience from retail, preferably home furnishing sector or B2B/ KAM Experience in planning, driving output and measuring performance (business and people).

• Broad knowledge of IKEA concept, brand objectives, values, and vision, tools, processes, and cycles. Good knowledge of Group strategies, priorities, and business planning process
• Broad knowledge of operational plans and goals as well as follow up on KPIs
• Broad knowledge about the local B2B market environment, expectations from customers today and tomorrow to secure that commercial and service offers meet customer demands and needs
• Broad knowledge about legislations, requirements, and compliance standards in the identified key B2B segments in the local market

YOUR RESPONSIBILITIES

• Act as a member of the Selling team and proactively contribute to Selling plan/output to deliver to the common objectives and goals
• Actively cooperate with all key stakeholders within commercial and beyond to secure integration, common focus and to maximize impact (for example Digital, CFF (Customer Fulfilment), Communications, Sustainability, BNOF (Business Navigation Operations & Finance), People & Culture)
• Actively drive acquisition of new business customers and build up long term relationships with key accounts
• Continuously develop relationships with major developers, architects, contractors, and other stakeholders in construction to receive and help shape all major Requests for Proposal (RFPs) for new builds and refurbishments of hotels, apartments, office buildings, government offices and other real estate relevant to local market and IKEA strategy
• Lead the authoring of high quality and timely responses of RFPs, including collaborating with coworkers in Selling, CFF and Home Furnishing & Retail Design (HF&RD) for a comprehensive and competitive bid package of product and services
• Lead negotiations in finalizing terms and pricing for RFPs and other Key Account deals
• Responsible for overseeing execution of won deals, coordinating, and collaborating with coworkers across the business to proactively manage the process and avert issues
• Responsible for managing the leads pipeline, measure success rate, follow up and identify improvement areas
• Responsible to lead after sales care for key account deals – follow up with help and information to secure long-term business relationships and an excellent customer experience
• Be an active player in driving an open and sharing climate, being a role model of the IKEA values and contribute to the transformation of IKEA
• Be an active player in working on sustainability initiatives within selling through ensuring sustainability priorities are reflected across offering (e.g. Home Solar, Energy Efficient Lighting)

TOGETHER AS A TEAM

We are the ones meeting our customers – in our stores, online, in our catalogue and beyond. We have knowledge of the IKEA product range, local markets and customer needs and we constantly find new ways of making real connections with our customers to maximize sales and profitability. Together with thousands of colleagues around the world we’re a diverse team working for the continued global success of the IKEA Concept – a concept that helps millions of customers create a better everyday life!

This role is based out of Ahmedabad Gujrat