Job title: Sales & Range Leader

Company: Al-Futtaim

Job description: Description

Sales & Range Leader | IKEA | Service Office, Dubai

Location: Dubai, AE

Company: Al Futtaim Private Company LLC

About Al-Futtaim Private Company LLC

No two days are the same at Al-Futtaim, no matter what role you have. Our work is driven by the desire to make a difference and to have a meaningful impact with the goal of enriching everyday lives. Take our engaging and supportive work environment and couple it with a company culture that recognises and rewards quality performance, and what do you get? The chance to push the limits every single day.

As a humble family business that started on the banks of the Dubai Creek in the 1930s, Al-Futtaim has expanded to a presence in 31 countries, a portfolio of over 200 companies, and 42,000 employees. You’ll find us in industries ranging from automotive and retail, to finance and real estate, and connecting people with international names like Lexus, Ikea, Robinsons, and Adidas. Our team is proudly multicultural and multinational because that kind of diverse representation gives us the global mindset to grow and impact the people, markets, and trends around us.

About Al-Futtaim IKEA


We are a values-driven company with a passion for life at home. Our vision is to create a better everyday life for the many people.

Al-Futtaim IKEA holds the franchise rights for IKEA in Egypt, Oman, Qatar and the United Arab Emirates.

About You

You are passionate about selling and getting the best for the customer. You are driven to exceed your goals. You are interested in people’s everyday life at home and in home furnishings. You enjoy working in a fast-paced and future-oriented environment.

What’s more, we believe that you have the following knowledge, capabilities and motivation:

Live and share the IKEA values every day

5 years experience in retail category management, ideally in retail home furnishing or IKEA shopkeeper experience in one or several business areas

Excellent MS Excel skills, knowledge of MS Navision would be an added value

Knowledge of business intelligence tools

Excellent communication and interpersonal skills

Able to build working relationships

Flexible to travel within GCC region and/or in Europe

About the Role

You are responsible to optimise sales and gross margin and profit within the home furnishing businesses (HFB) through competitive pricing. You analyse current trends, predict and optimise current and future commercial opportunities. You work with the shopkeepers in the home furnishing business to ensure they understand the strategies and how best to present the range in a commercial way

Key Specific Accountabilities:


Ensure that systems and methods stated in IKEA Concept Documentation are implemented in the Sales and Range of all stores

Be the matrix manager for the shopkeepers in all stores for your business area and together with them, you drive the annual plan for Sales & Range in this Business Area

Define the range in your sales area of Showroom and Markethall to be sold by all stores and together with shopkeepers you drive the process of selecting the suppliers and managing all the contracts in order to achieve economies of scale in the purchasing by generating large volumes

Enhance the competitive strength of the IKEA product range by ensuring the implementation of all range issues related to systems and methods stated in IKEA Concept Documentation and by keeping yourself updated about the local market conditions

Strive to reach the IKEA positioning objectives

Steer the performance in your area operations towards maximized sales and optimised long-term profit by applying sales methods in accordance with the Sales and Range the IKEA way manual

Stay in contact with IKEA of Sweden and the distributor to select, price, phase in and phase out the range for your market

Perform all range administration in the sales IT-system for products belonging to your Business Area

Work closely with the Logistics team to secure that the sales forecasts are adapted to the sales patterns in order to achieve an optimal goods flow

Choose products of the IKEA Extra range in accordance with the Choosing from the IKEA product range manual

Set prices on the IKEA range and you work closely with the shopkeepers in the stores to continuously track competitors’ price levels in order to secure the IKEA low-price leadership. In this work, you use systems and methods described in the IKEA genuinely low prices manual and Setting prices the IKEA way manual

Make sales budgets for the IKEA range in your Business Area


Contribute actively in the development and implementation of a clear IKEA Sales & Range action plan for the store using the store business plan and country business plan. These are supported by input from Growing IKEA together and the IKEA Sales Direction & Strategy. Develop and execute an annual action plan for his area based on agreed goals.

Stay in weekly contact and support the shopkeepers in the stores

Choose products from the IKEA Extra range in accordance with the Choosing from the IKEA product range manual

Select and ensure availability of products for all the marketing activities in the commercial calendar, in close partnership with the Logistics department

Support the stores by producing buying guides for complex product series

Maintain ongoing communication with the IKEA range distributor regarding all issues related to the range and the annual IKEA range cycle

Coordinate all issues with regard to the IKEA range between the stores and the central retail management and between the central retail management and the IKEA distributor

Maintain in-depth knowledge of the local home furnishings market (e.g. customers, trends and competitors)

Ensure that systems and methods stated in IKEA Concept Documentation are implemented in regard to your areas of responsibility

Set prices on the IKEA range in cooperation with the stores’ sales managers and reinforce the IKEA low-price profile by applying the guidelines stated in IKEA Concept Documentation

Make sales budgets for the IKEA range

Set local range priorities in accordance with the overall range strategy provided by IKEA of Sweden through the IKEA distributor

Maintain ongoing communication with the IKEA range distributor regarding all issues related to the range and the annual IKEA range cycle

Maintain in-depth knowledge of the local home furnishings market (e.g. customers, trends and competitors)

Passionate about his products and actively learn about their content, origins and other benefits. Share this knowledge with his guests and colleagues.

Ensure to know the top-selling products, 3 Aces and 1 King, and that they are available and clearly communicated and displayed at all times. To promote alternative products when these are unavailable.

Contribute to the planning, execution and follow-up of the store’s commercial calendars

Follow up and communicate the agreed KPIs within your area of responsibility to the Sales & Range manager and to the shopkeepers of the stores

Strive to reach the sales targets for your Business Area as defined in the business plan

Support the shopkeepers in all stores in your market by collecting and spreading good sales solutions

Spur a healthy competitive situation between all stores in your market by running different types of competitions each year


Support the store shopkeepers to regularly conduct competitor analysis on the local markets. You take appropriate actions based on the results

Committed to the development of Sales team and secure their training to ensure all co-workers understand the IKEA Concept and other key guidelines, and how they have an impact on their specific roles.

Empower, support and coach Sales co-workers on the job to help them perform better and grow.

Work actively to create an environment where the IKEA culture is a strong and living reality, and diversity is valued, to ensure the IKEA store is regarded as a great place to work.

Ensure we have a simple and straightforward internal communication and information flow, and secure that key information is understood by all IKEA Sales co-workers.


Collaborate and align with internal and external stakeholders to secure sustainability is integrated across all IKEA Food market functions in delivering their sustainability contribution to the agreed frameworks and strategies.

Secure local adaption of the global and country directions and ambitions, to deliver to the total business agenda and a more People and Planet Positive IKEA.

Ensure that alignment, budget and resources are in place to move the sustainability agenda within the market.

Enable and follow-up sustainability performance and progress based on the country business plans, Group tools and methods.

Facilitate integration and implementation of sustainability by supporting functions with the right information, best practice solutions, tools & methods and ways of working.

Explore and follow-up on sustainability situation in local PMA and contribute to the unit’s business agenda, provide feedback and share across sustainability matrix.

Document and evaluate initiatives and activities with a view to capitalise on learning, sharing and promoting continuous improvement.

A few more things for you

Interest? Then please join us for a rewarding career journey!

We are here to provide excellent service but a little help from you can ensure a five-star candidate experience from start to finish.

Before you click, “apply”: Please read the job description carefully to ensure you can confidently demonstrate why this opportunity is right for you and take the time to put together a well-crafted and personalised CV to further boost your visibility. Our global Talent Acquisition team members are all assigned to specific businesses to ensure that we make the best matches between talent and opportunities. We not only consider the requisite compatibility of skills and behaviours, but also how candidates align with our Values of Respect, Integrity, Collaboration, and Excellence.

As part of our candidate experience promise, we also want to make ourselves available to you throughout the application process. We make every effort to review and respond to every application.

Expected salary:

Location: Dubai

Job date: Sat, 06 Feb 2021 05:36:15 GMT

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