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IKEA Logo IKEA · Sales

Store B2B Key Account Manager area Campania-Calabria

Italy, Afragola (Na), Napoli · Job Posted February 17, 2026

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Job Responsibility

  • You are the subject matter expert within your team for the defined metro market and interface with the matrix partners in the Headquarters and stakeholders in the IKEA units of your metro market
  • You act as a member of the selling team and proactively contribute to the business plan to achieve the common goals
  • You actively work with all key stakeholders within the Commercial team and beyond to drive stakeholder integration, shared focus and maximise business success (Customer Fulfilment, Marketing, Operations & Finance, People & Culture, HQ Management)
  • You actively drive the acquisition of new business customers in your metro market and build long-term relationships with key accounts
  • You will continuously build relationships with key decision makers, architects, contractors, and other stakeholders in the construction industry to receive and contribute to all key requests for proposals (tenders) for the new construction and renovation of hotels, flats, office buildings, government offices and other properties relevant to your local market and the IKEA strategy
  • You will prepare offers within the given framework in tender processes, in a high quality and on time. This includes working with Sales, Fulfilment and HF&RD (Home Furnishing & Retail Design) co-workers to deliver a comprehensive and competitive package of IKEA products and services
  • You will lead the negotiations in the finalisation of conditions and prices within the framework of tenders and other key account contracts according to the specifications set by IKEA
  • You supervise the execution of contracts from tenders won. To do this, you coordinate yourself and the cooperation with colleagues in your Metro Market and the HQ Management and ensure a smooth process flow
  • You oversee the management of the lead pipeline, conversion rate measurement, tracking and identification of optimisation potential
  • You will manage the after-sales support of key account projects and quality management to ensure long-term business relationships and an excellent customer experience
  • You play an active part in transforming IKEA and promoting open collaboration in your store, as well as being a role model for IKEA values
  • You play an active role in sustainability initiatives in sales by ensuring that sustainability priorities are reflected throughout the offer (e.g., energy efficiency)

Requirements

  • At least 5 years' experience in sales, customer experience or similar areas of activity and delivering results
  • At least 3 years of experience in leading and developing people and teams, experience from retail, preferably home furnishings or B2B/ Key Account Management
  • Experience in planning, performance improvement and performance measurement (business and people)
  • Knowledge of the IKEA brand, our culture, values
  • Good knowledge of the national B2B market environment, as well as the expectations of today's and tomorrow's customers, to ensure that IKEA's service offerings meet the needs and demands of customers and you have a broad knowledge of market trends in the relevant B2B segments
  • Broad knowledge about legislations, requirements and compliance standards in the different B2B segments
  • Fundamental knowledge of the sales mechanisms and industry standards in the defined metro market
  • pulse of the market (customers, competition, news)
  • Fluent knowledge of Italian & English languages

What we offer

  • Structured HR processes to support you in your growth (onboarding, training, coaching sessions, internal recruitment opportunities, etc)
  • Wellbeing Offering, including an Employee Assistance Program (EAP) that provides you with immediate and confidential support for any concerns related to your daily life
  • Healthy and affordable food: you will have access to a corporate canteen and will be able to enjoy a complete meal for just over 1€
  • Employee discount: 15% on the purchase of IKEA products for personal use
  • IKEA Vouchers for the most important moments in your life (marriage, cohabitation, birth or adoption of a child)
  • Corporate discounts: you’ll have access to portal dedicated to our co-workers to enjoy discounts for different activities such as travel, leisure, technology and more
  • Bonuses: we believe that everyone's contribution is needed to achieve (and exceed!) our goals. Every year all the co-workers can be rewarded for how we develop our business together
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