Sales & Core Process Leader, IKEA Malaysia

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.

• You understand & share knowledge about your market trends and competitors, our consumers and their living situations and use this knowledge to improve how our customers’ meet our range.
• Knowing our global priorities, your range, the national market and competition. You use this information to define and agree your home furnishing business plan, thereby contributing to the country business plan.
• Having a deep working knowledge of core processes connected to the sales year cycle, collaborating with the Country Selling Manager on the planning, implementation, follow-up and establishing feedback loops for continual improvements.
• You support the business growth by contributing to a commercial calendar which supports the commercial priorities and inspires more people to visit our selling channels.
• You proactively monitor national competition, working with stores & the pricing tool, taking fast actions to ensure IKEA selling channels secure the lowest price, to be the first choice for home furnishings.
• Supporting all selling channels in their drive to sell their volume commitments, monitoring their sales results and following up on deviations in order to improve poor performance and develop/share good examples.
• Keeping all selling channels updated on their performance, good examples, major stock availability issues and important product information.
• Ensuring that all product information in all media across all sales channels is correct and complete and that the appropriate volumes are available in the supply chain.
• You actively work with your shopkeepers and understand their business development needs and work with them to secure their competence development including life@ home & product knowledge.
• You directly manage the Commercial Sales Support role to ensure that they provide close support across the SO sales team in your market, developing their skills, competence and confidence.
• You decide, agree and deliver national sales, gross margin, gross profit and other Key Performance Indicators (KPI) and goals which reflect my portfolio of home furnishing business priorities.
• You co-ordinate national price deviation actions, optimising commercial opportunities and the handling of outgoing products and overstock.
• You regularly analyse and follow up on sales in all channels to steer shopkeepers/web merchandisers towards achieving our sales targets and gross margin goals and take actions accordingly.

• Understand how to create clear, simple & inspiring business plans from your insights and analysis. Monitor & share progress of the plan with frequent follow-up.
• Strong interest/understanding of the customer shopping experience & how to optimise this. 
• A strong knowledge of the local market, competition, trends & life at home.
• Strong analytical and numerical skills – able to draw insights from information and formulate this into a cohesive, engaging and inspiring strategic business plan.
• A strong understanding of the drivers of sales, profit, gross margin and volume development.
• To provide commercial steering for colleagues and matrix partners to optimise their business opportunities – sharing reports & information in a timely manner.
• Range management & optimisation for a large number of products.
• Developing & promoting key commercial activities for your portfolio of home furnishings businesses through all sales channels.
• Experience of process ownership and continuous improvement within a management role within IKEA. How to develop sharing platforms to develop both people and business simultaneously.
• A strong understanding of IKEA store and service office operations.

Please apply by 02 May 2025