Sales Leader INGKA Centres

Ingka Centres; Carugate; On-site; EUR 49,000 - 59,000; Full time

Benefits offered by this job

HR processes support

Employee Assistance Program (EAP)

Canteen access with affordable meals

Employee discount: 15% on IKEA product

IKEA Vouchers for life moments

Corporate discounts for travel, tech,

Hybrid Work

Yearly bonuses

Job summary

IKEA Italy Headquarters in Milano–Carugate seeks an experienced leader to drive Specialty Leasing & Media Sales across shopping centres in Italy. You will develop and execute local sales strategies, grow non-leasing income and strengthen the centres’ offer while aligning with IKEA values.

You will collaborate with regional teams, manage deals end-to-end and explore innovative income streams to enhance customer experiences and revenue outcomes.

Qualifications

• Minimum 5 years experience leading sales activities, with a proven ability to set direction and deliver results.
• Proven experience managing deals from opportunity to closure, including negotiations.
• Strong partner-management and relationship-building skills across stakeholders.
• Commercial and analytical mindset with budget, KPI, income and cost follow-up.

Responsibilities

• Direct on-site sales activities and initiatives to meet/exceed targets.
• Collaborate with Sales Team Leader to translate goals into local priorities and KPIs.
• Support locally driven deals and coordinate the full sales process.
• Create and implement a local Commercialisation Plan based on customer needs and market opportunity.
• Build relationships with tenants, local businesses and partners to drive visitation and revenue.
• Lead end-to-end deal process from opportunity to implementation.
• Explore new commercial activities and income streams using market insights.
• Monitor sales, income, costs and partner performance to adapt plans.
• Collaborate with South West Europe Sales Team to share concepts.
• Coordinate with operations, marketing, partner & sales to deliver coherent offer.

Skills

Sales leadership

Negotiation

Relationship management

Analytical thinking

Budgeting & KPIs

Strategic planning

Job description

The reference location for the role is IKEA Italy Headquarters (Milano - Carugate). Nevertheless, the position can be also based in one of the following INGKA Shopping Centres: Brescia ELNOS or Villesse – TIARE

PURPOSE OF THE JOB

Lead the Specialty Leasing & Media Sales of the Shopping Centres in the assigned country/ies or projects to design and execute local sales and commercialization strategies effectively, delivering excellent customer experiences and sustainable business results. You will help grow non-leasing income, strengthen the Shopping Centres offer and build value for customers, partners and IKEA – always in line with IKEA values.

WHAT YOU'LL BE DOING DAY TO DAY:

• Direct on-site sales activities and initiatives, ensuring we meet or exceed sales targets while creating an attractive, relevant and seamless Shopping Centres experience, always aligned with Shopping Centres global strategy.
• Work closely with the Sales Team Leader in Market South West, to translate broader non-leasing income goals into clear local priorities, plans, KPIs and ways of working.
• Partner with the Shopping Centres Partner & Sales team to support the locally driven deals, coordinating the full sales process.
• Create and implement a local Commercialisation Plan based on customer needs, Shopping Centres’ uniqueness, tenant mix and the local market opportunity.
• Build and maintain strong relationships with tenants, local businesses, community organizations and other partners; identify new opportunities and develop collaborative partnership that impact on visitation, customer experience and revenue.
• Lead the deal end to end process from opportunity identification to implementation in the premises.
• Explore new and short-term commercial activities, seasonal concepts and innovative income streams, using customer and market insights to test, learn and improve.
• Follow up on sales, income, costs and partner performance; use analysis and critical thinking to adapt plans, improve efficiency and identify opportunities for growth.
• Collaborate with the South West Europe Sales Team to share scalable concepts that other Markets would benefit
• Anticipate, lead and coordinate with operations, marketing, partner & sales, leasing and IKEA colleagues to deliver and optimize a coherent Shopping Centres offer.

WHAT YOU'LL NEED TO HAVE:

• Minimum 5 years experience leading sales activities, with a proven ability to set direction, follow up performance and deliver results, ideally in a commercial, Real-Estate, Media, Retail, Partnership or Shopping Centres environment.
• Proven experience managing deals from opportunity to closure, including negotiation, renewals and amendments.
• Strong partner-management and relationship-building skills, with the ability to create trust and collaborate across different stakeholders.
• Commercial and analytical mindset, including the ability to work with budgets, KPIs, income and cost follow-up, and turn insights into action.
• Ability to identify and develop new business opportunities, experiment with innovative concepts and take ownership for making things happen.
• Clear communication and negotiation skills, with the ability to find common ground and reach sustainable agreements.
• Customer-focused, pragmatic and solution-oriented approach, with the courage to challenge existing ways of working and find better solutions.
• Alignment with IKEA values and motivation to create togetherness, inspire others and contribute to a more meaningful Meeting Place experience
• Strong understanding of the Italian market, consumer preferences and consumption habits
• Knowledge of current market trends in Italy and the ability to apply local insights to inform business decisions and Sales strategies.
• Languages: Fluency in English and Italian is essential. The role will involve daily interactions and contact with both Italian and foreign counterparts.

WORKING WITH US HAS ITS REWARDS

Being part of the IKEA team has many benefits. You’ll be part of an inclusive culture, driven by values and your growth will be guided by structured HR processes.

• Structured HR processes to support you in your growth (onboarding, training, coaching sessions, internal recruitment opportunities, etc)
• Wellbeing Offering, including an Employee Assistance Program (EAP) that provides you with immediate and confidential support for any concerns related to your daily life.
• Healthy and affordable food: you will have access to a corporate canteen and will be able to enjoy a complete meal for just over 1€
• Employee discount: 15% on the purchase of IKEA products for personal use
• IKEA Vouchers for the most important moments in your life (marriage, cohabitation, birth or adoption of a child)
• Corporate discounts: you’ll have access to portal dedicated to our co-workers to enjoy discounts for different activities such as travel, leisure, technology and more
• Hybrid Work
• Bonuses: we believe that everyone's contribution is needed to achieve (and exceed!) our goals. Every year all the co-workers can be rewarded for how we develop our business together

WHAT WE OFFER

Permanent contract classified at Level 1 under the Italian National Collective Labour Agreement for Modern Organized Distribution. The annual gross salary for this position starts from €53,920. We believe in valuing everyone’s unique contribution, which is why the final compensation package will be defined based on the candidate’s experience, skills, professional background and overall qualifications in line with internal equity principles and the specific scope of the role.

WE CARE FOR PEOPLE

At IKEA we cultivate an inclusive work environment where everyone feels welcomed, accepted, respected, acknowledged for its uniqueness and where we work together in a supportive climate regardless age, gender, religion, sexual orientation, family situation and ability. Our recruitment process may include recorded video interviews, digital platforms, and assessments (e.g., logical–numerical or aptitude tests). If you have a disability or any specific needs you’d like us to be aware of, please feel free to share this with us during your first contact with our recruitment team. We’ll make sure you receive the support and accessibility you need to fully engage in the process.