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Ikea member of staff helping customers use touch screen
Meeting & Understanding Customers

HFB Leader (Furniture)

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  • Shanghai, China
  • Sales & Commercial

Job Description

  • Job ID: 23007CN

  • Date posted: 07/07/2026

    • WHAT YOU'LL NEED TO HAVE

    To lead the HFB (s) direction, driving performance excellence across all channels in an omni-landscape. Enabling growth by optimising performance, growing market share through deep customer understanding and staying ahead of competition with locally relevant, data driven and innovative commercial approach

    Broad knowledge of the IKEA concept, brand, values and vision, and how to translate them into commercially relevant actions within the HFB(s).
    Broad knowledge of the IKEA concept, brand, values and vision, and how to translate them into commercially relevant actions within the HFB(s).

    Broad knowledge of IKEA tools, processes and business cycles, and how to use them to support planning, execution and performance follow-up.

    Good knowledge of commercial planning and the key business levers within the HFB(s), including range focus, pricing, sales steering, commercial activation, forecasting and sales and supply alignment.

    Broad knowledge of customer behaviour, local market development, competition and Home Furnishing trends, with the ability to identify opportunities relevant to the HFB(s).

    Broad knowledge of how to develop and optimise the commercial offer across physical and digital touchpoints to strengthen customer value, conversion and profitability.

    Good knowledge of performance follow-up, KPI management and the use of data and insights to identify deviations, priorities and actions.

    Good knowledge of stakeholder management and cross-functional ways of working to secure integration, alignment and cohesive execution across the value chain.

    Good knowledge of sales competence development and how to support an open, collaborative and values-led way of working across the omni sales matrix.

    Motivated by the IKEA vision, values and the uniqueness of the IKEA offer, and by creating a better everyday life for the many people.

    Motivated by increasing customer value through relevant, affordable and commercially strong offers across all touchpoints.

    Energized by driving business growth and contributing to the overall success of IKEA through collaboration, ownership and a proactive mindset.

    Passionate about understanding customer needs, local market development and Home Furnishing trends, and turning them into business opportunities relevant to the HFB(s).

    Motivated by finding better ways of working through co-creation, continuous improvement and entrepreneurial thinking.

    Inspired by developing competence, enabling others to succeed and contributing to an open, collaborative and values-led culture.

    YOUR RESPONSIBILITIES

    Lead the HFB(s) direction in line with the Furniture (or HFA) strategy, translating country commercial priorities into clear HFB(s) growth, profitability and affordability plans across all touchpoints, to strengthen IKEA’s competitiveness in the market.

    Take full ownership of the HFB(s) business performance by defining and driving the commercial engine, including range focus, pricing, sales steering, commercial activation priorities, forecasting, and sales and supply alignment for both current performance and future demand.

    Drive omni-channel growth by securing locally relevant and integrated outputs to realize business opportunities across all customer touchpoints.

    Follow up HFB(s) performance in sales, profit and margin with speed, simplicity and accountability, using data and insights to identify deviations, unlock opportunities and initiate timely actions.

    Act as a strong speaking partner to key stakeholders with internal and external (e.g., Commercial, Digital, Sustainability, Range & Supply) to maximize impact and ensure cohesive execution.

    Develop sales competence across the omni sales matrix by coaching, clarifying priorities and to foster an open and sharing climate, and champion sustainability and IKEA values.

    ABOUT THIS WORK AREA

    We deliver sustainable, extraordinary growth by creating a new, unique, inspiring and convenient meeting with the customers. We deliver a multi-channel experience that adds value to the many people and inspires a home furnishing movement.








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