Account Manager – Residential & Construction

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 affordable prices . We are part of IKEA Al-Homaizi Limited, operating in three countries - Kuwait, Jordan, and MOROCCO.

Our keywords are Home, People, Happiness, Development, Leadership, Inclusion & Diversity, All with Passion!

Join us to bridge your dreams and unique ideas within an organization that believes in People !

Purpose of the function

To make IKEA a relevant and trusted partner for business customers in Morocco by providing affordable, functional, sustainable and well-designed solutions that meet their business needs and create long-term value.

Purpose of the job

To drive profitable growth in the Residential & Construction business by building key customer relationships, developing and converting business opportunities, and connecting customer needs with relevant IKEA solutions that create value for both customers and IKEA.

Key assignments 

• Develop the Residential & Construction customer portfolio in line with the IKEA for Business strategy and priorities.
• Build and maintain long-term relationships with developers, construction companies, contractors, real estate stakeholders and other key decision-makers.
• Identify, qualify and develop new business opportunities and maintain a healthy sales pipeline.
• Understand customer needs, project specifications, business models, timelines and buying processes, and translate them into relevant IKEA opportunities.
• Lead customer opportunities from initial contact through needs assessment, solution development, proposals, negotiations and agreement.
• Collaborate with Interior Design Specialists, IKEA for Business Consultants, Tendering and relevant IKEA functions to develop and deliver relevant IKEA solutions.
• Grow existing accounts through repeat business, cross-selling and identification of additional project or customer needs.
• Manage the sales pipeline and follow up sales, conversion, profitability and agreed IKEA for Business KPIs.
• Build market knowledge by following construction and real estate trends, projects, competitors and emerging business opportunities.
• Share customer and market insights to improve the IKEA for Business offer, customer experience and ways of working.

Knowledge

• Deep understanding of Residential and construction sector, customer landscape and business opportunities.
• B2B sales, Key Account Management and business development.
• Solution selling and translating customer and project needs into IKEA solutions.
• Good understanding of the value of functionality, form, quality, sustainability and affordability.
• Commercial principles including sales, profitability, pricing and pipeline management.
• Moroccan real estate and construction market, including key players, projects and stakeholder landscape.

 Motivation

• Passionate about people, business and IKEA.
• Driven by understanding customers and creating solutions that add value to their projects and businesses.
• Energised by building relationships, networks and new business opportunities.
• Motivated by making the IKEA offer relevant, accessible and affordable for business customers.
• Entrepreneurial, proactive and comfortable taking ownership.
• Curious and motivated by learning from customers, projects and the market.
• Driven to achieve results in line with IKEA values.
• Enjoys working through collaboration and achieving results without formal authority.

Capabilities

• Understands the customer’s business and puts their needs at the centre.
• Is self-starting and proactive, taking initiative and creating opportunities without waiting for direction.
• Drives profitable growth while balancing customer value and IKEA goals.
• Builds trust and long-term customer relationships.
• Connects customer needs with simple, relevant and affordable IKEA solutions.
• Influences stakeholders and moves opportunities forward without formal authority.
• Connects people, functions and IKEA capabilities around the customer.
• Challenges complexity and finds better ways of working.
• Uses customer and market insights to identify new opportunities.
• Takes ownership, acts with urgency and delivers results.

Ideal experience & education 

• Bachelor’s degree or equivalent in Business, Sales, Marketing, Real Estate, Construction Management, or a related field.
• 5+ years of relevant B2B sales, Key Account Management or Business Development experience, with significant experience in the Residential, Real Estate or Construction sector.
• Proven experience working with property developers, construction companies, contractors, real estate groups or similar businesses.
• Proven track record in developing customer portfolios, generating new business and managing strategic customer relationships and delivering results.
• Experience managing complex sales cycles, projects and multiple customer stakeholders.
• Strong understanding of the Moroccan residential, real estate and construction market, including key players, decision-makers and business dynamics.
• Proven experience in solution selling, negotiation and pipeline management.
• Strong digital skills and experience using CRM and sales management tools.
• Fluent in French and English.
• Willingness and ability to travel to customers, project sites and business locations as required.

A few more details for you:

This is a full-time position based in IKEA Zenata . Some travel may be required.

Please send your CV in English and tell us why you would be a good fit for this role.