Sales Specialist B2B

**Company Description**:

- The IKEA vision is to create a better everyday life for the many people. We do this by offering a wide range of well-designed, functional home furnishing products at prices so low that as many people as possible can afford them. We operate in Singapore, Malaysia and Thailand - and have an ambitious expansion plan to bring a little bit of Sweden to new markets in the region. We are part of the Ikano Group of companies and the only IKEA franchisee owned by the Kamprad family that founded IKEA.

We also develop, own and operate Shopping Centres that are anchored by IKEA and create walkable communities by including residential, office and other types of real estate in our development plans.

We work towards making sustainability a natural part of our everyday work. We are active in our communities, driving and supporting social initiatives that benefit children, women and the environment.

**Customers**
- My priority is to ensure that my area of responsibility is clean, tidy, priced and fully stocked, and that the merchandising basics are in place at all times.
- I am passionate about my products and actively learn about their features and benefits, and I proactively share this knowledge with my customers and colleagues.
- I am the ‘expert’ in my area and translate this knowledge and competence into business
opportunities.
- I work with my manager to improve range presentation by ensuring it appeals to our local
customers and encourages them to buy more.
- I encourage my customers to give me feedback and offer solutions to frequently asked questions.This helps to make a better shopping experience for everyone.
- I know about all the services offered in my store such as assembly, kitchen installation, delivery and finance, and use the knowledge to help customers make informed choices which results in a better shopping experience for them.
- I have confidence and want to listen to complaints from my customers; I then use my knowledge of
both the product and how the IKEA organization works to offer informed solutions that ensure
customers leave the store with a positive impression.
- I know my department’s working routines and follow them. I proactively maintain the safety and
security of my areas for customers and colleagues, and am conscious of safety at all times in our store.
- I am able to identify the presence of any buying barriers. This allows me to work with my colleagues and manager to eliminate such barriers and facilitate an easy shopping experience for my customers.
- I actively approach customers when I recognize that the mechanical sales system is not meeting
their needs. I am able to demonstrate & explain the products and support customers by providing Clear, accurate and structured guidance through the planning/buying process.
- Where appropriate, my in-depth knowledge in the use of the digital tools, such as the Ikea Home
Planner, allows me to assist & coach my customers & my colleagues in planning a purchase according to specifications, taking into consideration all the planning criteria.
- I ask relevant questions to understand my customers’ needs and support them in their buying
journey by providing accurate information and suggestions that will help them make the buying
decision.
- I have the experience & competence to support my customers & colleagues with professional solutions to fulfil their requirements.

**Commercial**
- My overall objective is to maximize sales whilst maintaining profitability. I do this by:

- Knowing my top selling products, strategic families, and the “3 Aces, and 1 King”, ensuring they are available and clearly communicated and displayed at all times. I promote alternative products when they are unavailable.
- Keeping myself aware of my area’s stock situation and status of supply. I am familiar working with sales steering towards stocks with good availability.
- Maintaining my area of responsibility throughout the day, ensuring accurate Sales Space Management and preparing it in readiness for replenishment for the next day’s business.
- Knowing and working actively with range changes (e.g. NEWS and outgoing products) and commercial activities and minimizing price reductions.
- Understanding and using the Common Store Planning tool to maximise sales.
- I understand the relationship between sales and stock forecast for my department and work towards achieving my goals through continuous evaluation and follow up.
- I am aware of my competitors and have a clear competitor price overview, which will help me promote my products in ways that best show our competitive advantage.
- Contributing to the department’s commercial action plan by taking ownership for my part in its delivery.
- I have good analytical skills & knowledge of my products and I proactively share this knowledge with my colleagues.
- I possess strong selling skills & professionalism to meet our customers’ expectations and our business goals and I share this skill with my collea