北京招聘

PURPOSE OF FUNCTION:
To develop sales in an efficient and effective way in all media, in order to attract more customers who come more often and buy more. We do this by optimising our sales priorities, commercial activities and ensuring the right forecasts for our total offer. Our main responsibilities are developing and executing sales steering, selling the IKEA way, range grouping, pricing, range management and launches. This ensures an enjoyable, convenient and successful shopping and buying experience, which leads to increased sales and sustained long-term profitability.

PURPOSE OF THE JOB:
I optimise sales in my shop and store by leading and inspiring my team, using knowledge of our range, local market and customers. I use the IKEA tools and expertise of my team and my
colleagues to support me. This enables the IKEA mechanical sales system to work efficiently, and
ensures the continued success of the IKEA Concept.
I actively work towards fulfilling the four tasks of the IKEA store:
? to act as a highly efficient, and staffed, sales mechanism
? to show home furnishing solutions full of inspiring home furnishing ideas
? to serve as a well-qualified home furnishing specialist
? to provide a day out for the whole family.
ASSIGNMENT: Consumers / Customers
? My priority is to ensure that my shop is in shape as new with fully stocked sales spaces at all times throughout the day and that my co-workers are ready and available to serve the
customers and help them buy.
? I listen and learn from my customers. This allows me to look at my shop through their eyes and to understand the everyday lives of customers in my market.
? I present my products to reflect the width and depth of the IKEA range in order to satisfy and
inspire the different home furnishing tastes of our visitors.
? I spend most of my working time on the shop floor because my real love is making shopping easy, convenient and successful for our customers.
? I ensure the IKEA merchandising basics and mechanical sales system are in place and functioning efficiently so my customers can make a buying decision on their own.
? I ensure my co-workers are available and actively offer assistance when customers need more
help, advice and support.
? I know about all the services offered in our store and use this knowledge to help my customers make informed choices, which results in a better shopping experience for them. I ensure my team does the same.
? I have confidence and want to listen to my customers who have a complaint. I then use my knowledge of both the product and how the IKEA organisation works, to offer informed
solutions that ensure customers leave the store with a positive impression. I lead and manage
my team to do the same.
? I ensure my shop is a safe and secure environment at all times for visitors and co-workers.
Commercial
I lead and manage my team to grow our sales with sustained long term profitability. I do this by:
? taking ownership for my range, and actively promoting the IKEA commercial priorities and volume commitments.
? ensuring my team and I know our top selling products, 3 Aces and 1 King, and that they are
available and clearly communicated and displayed at all times. We promote alternative products when these are unavailable.
? taking fast action on commercial opportunities; acting on customer feedback, as well as
competition, supply and performance analysis.
? understanding local market needs I present the IKEA product range commercially to encourage our customers to buy more.
? presenting my range showing a clear price and quality ladder with a strong low price in every price level.
? ensuring my IKEA store has the lowest price on the local market for my product range.
? educating my team in the IKEA way of selling.
? agreeing to clear expectations with my team on shop-keeping routines and following up on them.
? networking between stores to share good examples and successes.
? working with, and influencing, the commercial team and other support functions in order to become leaders in life at home and generate sales growth
? always ensuring I have the optimum sales space capacity and product availability.
? understanding the importance of accurate stock inventory and how my own actions impact on this. I lead and manage my team to have a similar understanding.
? knowing and working actively with range changes (e.g. NEWS and outgoing products), commercial activities and minimising price reductions. I ensure my co-workers do the same.
? ensuring that all my actions are aligned with our objective of becoming the leader in life at home and growing with sustained profitability.

I deliver a commercial action plan for my range by:

? working with my matrix to understand the range priorities and local/national commercial opportunities.
? creating it with input from my team based on, the agreed goals and the Key Performance
Indicators (KPIs) for my shop.
? setting targets with individual members of my team which are specific and meaningful to them and support the overall plan.
? ensuring it is understood and owned by all my team as it will form the basis for how we work throughout the year.
? following up on the plan and communicating progress to my team in an easy and simple way.

People
? I provide an inspiring and motivating direction for my co-workers and engage them fully in the
IKEA objectives.
? I recruit my team through IKEA values by identifying what skills are needed to get the job done and what motivations and capabilities will compliment my existing team.
? I ensure I have the right number of co-workers in the right place at the right time to run my shop successfully and always inform my co-workers of their work schedule in advance.
? I create an environment of trust by encouraging open, constructive, honest, two-way feedback with my team and other colleagues.
? I secure the training of my co-workers in order to have a competent, commercially focused team that can support the selling process.
? I have in place a living succession plan.
? I take time to get to know my co-workers through regular, honest discussions; identifying individual/business needs to support the development of their and our future ambitions.
? I delegate responsibility to my co-workers to help them grow and develop according to their ability and experience.
? I agree clear goals and expectations and make time to conduct follow ups with my team.
? I reward good performance and take action to improve poor performance.
? I am responsible for my own development and look to my manager and my matrix to support me in improving my competence.

Financial
I deliver on my agreed goals and Key Performance Indicators (KPIs) by:
? working with my team on our weekly and monthly sales targets. This drives me to sell more.
? understanding the impact of my and my team’s actions on the financial results of my area and know which results we can influence.
? commercially driving sales through my short-term and long-term action plans.
? analysing my KPIs and working with my team to create meaningful actions to achieve my agreed goals.
? controlling costs through working in a lean, simple and cost-conscious way using best practise and encouraging my team to discover more effective ways of working.
? I ensure all sales initiatives grow our business and support the sustaining of long-term
profitability.
PREVIOUS EXPERIENCE AND SKILLS:
Essential
Interest in people’s everyday life at home and in home furnishing
Self-reliant and motivated with a proven ability to work as part of a larger team
Experience of actively selling through understanding your customers and their needs
Ability to set expectations for others and provide clear direction and follow up
Ability to prioritise and organise work and the work of others in order to make the most efficient use of time available
Confident in communicating and managing/
leading others
Ability to adjust the style of communication to get the message across to the receiver
Experience of setting action plans, as well as setting and following up on goals
Proven problem-solving ability
Experience of using the commercial priorities to prioritise their own work
Considered decision-maker
Experience of working in a fast-paced environment
Ability to read and understand written English
Good analytical skills
Computer literate


KNOWLEDGE TO BE PROFICIENT TO FULFIL THE ROLE:

I need to gain knowledge on general IKEA ways of working within my store as well as knowledge specific to my role as a Shopkeeper. Existing material is available to support me in gaining this knowledge about my role.

MOTIVATION:

It is essential that I am motivated by the following:
? The IKEA values really reflect my own values.
? I am driven by the desire to exceed my goals.
? I get as much out of helping my team achieve and develop as I do out of my own achievements.
? I am passionate about selling and getting the best for my customer.
? I am interested in people’s everyday life at home and in home furnishings and identify myself with the IKEA range.
? I enjoy working in a fast-paced and future-oriented environment.
? I am hungry for knowledge and want to increase my skills and learning, using this to benefit
IKEA and grow personally.

CAPABILITIES/SKILLS: Managing and Leading People
My responsibility is to develop people and business together. I do this by providing an inspiring direction and by getting people to work together towards our common objectives. I establish the trust and respect of the people I work with in order to achieve my agreed goals. I do this through the IKEA values and by sharing my knowledge of the IKEA organisation, our connection with the everyday lives of the many people and my commercial skills. I enjoy taking responsibility, delegating this appropriately to my team whose contributions I recognise and value. People want to work with me because I challenge and encourage them to reach their full potential. I give constructive feedback to colleagues and encourage them to learn from our experiences and to capitalise on past successes.

Driving Business
I know my market and my consumers and work to effectively connect our offer to our visitors. I
use this knowledge together with my understanding of how my actions affect my business to drive the plans I make and the decisions I take. I understand my customers, seeing things from their perspective and anticipate their needs so I can proactively drive sales. I actively encourage my
team to do the same by talking things through with them and listening to their ideas. Through my own example, I encourage working in a simple, lean and cost-effective way.

Leading and Implementing Change
I use the IKEA direction and objectives to change and develop what we do in order to contribute to growth and profitability. I look for opportunities to make improvements in the way we work and encourage my team to do the same. I lead changes when necessary, I anticipate the impact it will have and remain confident, always looking for positive advantages. I look through the eyes of those the change affects to sell the benefits and overcome resistance to ensure the agreed change happens and is maintained.

Strategic Planning
I make long-term plans that are aligned to the business priorities and take into account trends related to the everyday lives of consumers. My short-term plans are more detailed and designed to support the overall long-term plans. I achieve this using all available resources and communicate it to colleagues by clearly outlining my expectations. These plans are flexible to allow for change while still achieving the overall goals. I evaluate the results and use the learning to influence future plans.

Influencing and Communicating Effectively
I am clear on my business needs and expectations. I communicate these in a clear and structured way, looking at things from the other person’s perspective, in order to gain their trust and active
support. I listen to the views and opinions of others and I am open to changing my perspective to benefit our customers and our business. I monitor progress against what has been agreed to
ensure I have been clearly understood.


Defining Goals and Delivering Results
I set and agree goals and targets that challenge my team, and I in order to meet or exceed our customers’ expectations and our agreed business goals. I request support from my colleagues,
other functions and my manager so that I can deliver better business results and offer similar
support to my team. I achieve my goals through continuous evaluation and follow up. I encourage learning from our experiences to influence future plans.


RECOMMENDED KEY PERFORMANCE INDICATORS (KPIs):

Customer Commercial People
Customer Satisfaction Index
(CSI)Sales targets VOICE and leadership profile
Commercial Review Retail Unit Sales shares Productivity
Mystery Shop (If available)Gross margin/gross profit Succession planning
Price adjustments Sickness absence
Internal transactions Employee turnover
Starting News Development talk with co- workers
Managing selling space (filling rate and density)Commercial Review
Commercial Review


SPECIFIC KEY PERFORMANCE INDICATORS (KPIs):

Situational and personal KPIs agreed with my line manager.

宜家起源于瑞典南部小镇斯马兰省。 1943年，创始人英格瓦？坎普拉德创立宜家， 从一平方米走向了世界。 1998年1月，宜家在中国的***家商场在上海开业。 截止目前，宜家在中国拥有33家商场，1家小型商场，2家体验店，1家城市店，3个购物中心，2个顾客体验中心，1个顾客服务中心和11个物流顾客配送及服务单元，并与超过15,000名员工共同成长。从2008年起，宜家中国连续十二年蝉联由优兴咨询（UNIVERSUM）颁发的最具吸引力雇主这一称号。
在宜家，我们的人才理念是要为那些脚踏实地，诚实正直的人们提供发展机会，不仅是职业的发展，还有个人能力的发展。因此关于员工，我们从不会对他们的性别、年龄、学历、民族、宗教信仰、生活背景等因素作具体的要求或限制，只要被证明是最适合的人选，就会被录用，并与我们共同成长。