Descripción del empleo

Desarrollar, establecer y verificar oportunidades a través de iniciativas activas de prospección para proporcionar una base para las actividades de gestión de ventas regionales. 

Generar una cartera de clientes en el estado de Querétaro para expandirnos  a sectores como la construcción, hotelería, restaurantes, oficinas y cualquier negocio que requiera de nuestro servicio de B2B, siempre asegurando una experiencia satisfactoria para nuestros clientes. 

Requisitos

Indispensable:

• Residir actualmente en Querétaro.
• Preferentemente contar con automóvil. 
• Disponibilidad para viajar a la Ciudad de México. 

Responsabilidades del puesto: 

• Soy apasionado/a acerca de mis productos y aprendo activamente acerca de sus características y beneficios, y comparto proactivamente este conocimiento con mis clientes y colegas.
• Soy el 'experto' en mi área y traduzco este conocimiento y competencia en oportunidades de negocio.
• Conozco mis productos más vendidos, las familias estratégicas y los "4 Ases y 1 Rey". Promociono productos alternativos cuando no están disponibles.
• Mantengo al tanto de la situación del stock de los productos más vendidos y funciones de IKEA para empresas y el estado de suministro. Estoy familiarizado/a con la dirección de ventas hacia productos con buena disponibilidad.
• Conozco todos los servicios ofrecidos en mi tienda de IKEA para empresas, y utilizo el conocimiento para ayudar a los clientes a tomar decisiones informadas que resulten en una mejor experiencia de compra para ellos.
• Realizo preguntas relevantes para comprender las necesidades de mis clientes y los apoyo en su proceso de compra proporcionando información precisa y sugerencias que les ayudarán a tomar la decisión de compra.
• Conozco las rutinas de trabajo de mi departamento y las sigo.
• Gestionar y mantener todos los clientes potenciales entrantes de la región a través del sitio web designado de IKEA for Business, el correo electrónico y/o número de contacto.
• Identificar de manera proactiva y contactar a posibles clientes.
• Identificar nuevos clientes potenciales para verticales específicos de IKEA en México, a solicitud del líder de IKEA para empresas.
• Analizar las tendencias del mercado, los registros de ventas y las necesidades de los clientes para proporcionar datos fiables y oportunos que respalden al equipo de ventas del país.
• Basado en las necesidades del cliente, elaborar y dar seguimiento a las cotizaciones de IKEA para empresas.
• Ser responsable del seguimiento y cumplimiento de todos los pedidos de clientes de IKEA para empresas.
• Con el apoyo de las funciones de cumplimiento, liderar la ejecución de los pedidos de IKEA para empresas.
• Procesar la facturación de pedidos de tienda de IKEA para empresas.
• Motivo a los compañeros de primera línea y, a través del buen ejemplo, inculco una mentalidad positiva de responsabilidad, cuidado y servicio al cliente.
• Con el apoyo de las funciones de relaciones con el cliente, liderar y dar seguimiento a cualquier asunto relacionado con el servicio postventa para los clientes de IKEA para empresas.

Motivación:

• Entusiasta, con un fuerte deseo de ser parte de un entorno positivo y desafiante.
• Disfruta trabajando con otros para crear soluciones positivas y significativas.
• Fuerte motivación por crear algo "nuevo" y explorar donde nadie más ha ido.
• Sentido de logro que proviene de la sensación de dar lo mejor de uno mismo y aspirar a metas más altas.

Conocimientos

• Experiencia en comunicación profesional con clientes corporativos.
• Al menos 3-5 años de experiencia en ventas a clientes profesionales, con un historial comprobado, preferiblemente en el campo de mobiliario interior u otras industrias relacionadas.
• Amplio conocimiento sobre cómo optimizar la experiencia del cliente en puntos de contacto físicos y digitales.
• Habilidad sólida en la gestión de relaciones con partes interesadas.
• Habilidades sólidas en organización del tiempo.
• Habilidades sólidas en análisis y estructuración de bases de datos y su gestión.
• Competencia en Microsoft Office, especialmente en MS Excel y Powerpoint.
• Fluidez en inglés, tanto verbal como escrito

Capacidades

• Comprensión y compromiso con la Cultura y Valores de la empresa, con una sólida capacidad para transmitirlos directa e indirectamente a través de su propia forma de ser.
• Habilidad sólida para "mantener muchas cosas en el aire" en un entorno operativo de ritmo rápido.
• Habilidades sólidas de negociación y comerciales, con experiencia en ventas y en la interacción con clientes/organizaciones de mayor envergadura a nivel de dirección ejecutiva.
• Un fuerte sentido de servicio al cliente.
• Personalidad positiva y altamente organizada.
• Justo, honesto y digno de confianza, con excelentes habilidades interpersonales, capacidad para pensar de manera creativa y un buen sentido del humor.
• Enfoque flexible hacia el trabajo y apertura al cambio.
• Autoconfianza con una probada capacidad para trabajar en equipo y de forma independiente.
• Apoyo a los demás, dispuesto a compartir conocimientos y aprendizajes con otros en la organización y a esforzarse más como parte de un equipo ambicioso.

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Descripción del empleo

My goal is to establish the IKEA store as the first destination for furnishing businesses in my local market. I optimise IKEA BUSINESS sales and sustained profitability by actively working with the customer segment of business owners. IKEA BUSINESS is different from core-areas-ofthe-home, as it is not limited to a specific range area but is a horizontal business serving a customer segment, which requires working across all functions and range areas to achieve best results. I lead and implement the IKEA BUSINESS action plan by working in collaboration with the commercial team and local marketing. I do this by using my knowledge of our customers, our complete range, the local market, competition and the experience and expertise of my colleagues.

Customers

• I understand my local market, our consumers, specifically business customers and their business needs, and use this knowledge to improve our customers’ shopping experience.

• I always look at our store through the eyes of my customers and spend part of my working time on the shop floor. I use this opportunity to talk to my customers and colleagues, giving input and encouraging feedback on how we can make shopping easy, convenient and successful for our business customers.

• I use knowledge of my customers, my market and the competition, and work together with my colleagues, local marketing and matrix partner to secure an offer appropriate for our local market in all media.

• I actively work at building long-lasting relationships with the local business community in order to increase their awareness of how the IKEA offer can meet their furnishing needs.

• I ensure co-workers are available and actively offer assistance when customers need more help, advice and I optimise the impact of the IKEA BUSINESS point, by ensuring we maximize the effectiveness of our IKEA BUSINESS consultants.

• 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 am responsible for the implementation and communication of services specifically aimed at supporting the shopping needs of business customers.

• 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 ensure my store is a safe and secure environment at all times for visitors and co-workers.

Commercial/Business
My overall objective is to grow sales and sustain long term profitability. I do this by:

• knowing my local market potential and leading the commercial team, local marketing, store commercial activity leader and other stakeholders to plan and implement commercial activities that will attract and convert more business visitors to customers. I ensure we maximise the use of all external and internal media and activities to become the first choice for furnishing solutions in the local Business community.

• ensuring all co-workers in the store understand the specific needs of the IKEA BUSINESS customer and the IKEA offer provided for them, and I am familiar with what services we offer through IKEA BUSINESS.

• taking fast action on commercial opportunities; acting on customer feedback, as well as competition, supply and performance analysis.

• working with customer relations and operations on service execution supporting the business shopping experience, including supporting country IKEA BUSINESS leader in forecasting of sales volumes that will be driven through LCD and CCD.

• analysing the results of media and (store) activities aimed at business customers against my stated objectives. I do this to learn what has worked and what has not. I use this information to plan future activities and to share our learning with my matrix and colleagues.

• networking between stores to share good examples and successes, as well as participating in national projects to generate best practice examples.

• ensuring that all my actions are aligned with our objectives of becoming the leader in life at home and work and growing with sustained profitability.

I deliver an IKEA BUSINESS action plan by:

• creating an action plan, working with the store commercial team and local marketing. This is based on the store business plan, national commercial calendar, agreed goals and key performance indicators (KPIs) for my store and BUSINESS KPIs.

• communicating the IKEA BUSINESS action plan to my store colleagues and matrix in a way that motivates them to take ownership for their part in achieving the overall goals.

• ensuring the qualitative and efficient implementation in my store and securing that all functions take responsibility for delivering their part.

• following up on the action plan and communicating progress and results to my store colleagues and matrix partner.

Requisitos

• Live in Queretaro and availability to travel CDMX. 

Interest in people’s everyday life at home and work and home furnishing in general. Interest in the specific needs of business customers. 

Experience of actively selling through understanding your customers and their needs.

Experience of setting and implementing action plans, as well as setting and following up on goals. Ability to set expectations, provide clear direction, and follow-up.

Ability to quickly develop in-depth knowledge of local market conditions and competitive environments. Experience of taking commercial decisions based on local market information.

Ability to engage a receiver and create passion for our goal. Ability to adjust the style of communication to get the message across to the receiver.

Considered decision-maker with good problem solving experience.

Ability to prioritise and organise work in order to make the most efficient use of resources available. 

Self-starting, self-reliant and motivated with a proven ability to work as part of a team as well as independently. Ability to manage a horizontal business in store. 

Capability and interest in representing the IKEA organisation externally and being an ambassador for the IKEA Brand. Good presentation and negotiation skills.

Ability to read and understand written English and speak a good level of English Good analytical and numerical skills. 

Commercial background with experience in more than one shopkeeper/commercial activity leader position in an IKEA store.

Able to develop a team, preferably gained in a retail environment. Proven record of consistently meeting agreed budgets and goals.

Ability to recognise potential improvements and influence key stakeholders to bring about such improvements.

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Job Description

About the job

Reporting to the Customer Relations Manager, this TEAM LEADER role is to ensure a positive and joyful shopping experience for all IKEA visitors and customers. This is done by ensuring Easy Buying department is fast and efficient for our customers, and cost-effective for the IKEA store, handles customer’s issue in reliable and friendly way and supported co-workers in their daily work.

Your assignment

You will lead and manage the Easy Buying function in the store to fulfil the following:

• You build and retain a long-lasting relationship with new and existing customers in a multichannel retail environment by valuing and fulfilling customer needs and expectations thereby stimulating more frequent visits;
• You understand customer motivation and expectations and play an active role in turning them into commercial opportunities;
• You ensure a positive shopping experience that creates trust in the IKEA Brand before, during and after their visit;
• You keep areas of responsibility in shape as new and always keep work areas efficiently equipped during trading hours;
• You empower co-workers through knowledge, confidence, trust, authority and motivation so they are always ready to support customers in the best way possible;
• You are always available to deal positively and quickly with issues raised by customers;
• You lead by example in terms of customer focus, co-operation with other departments, simplicity and giving and taking responsibility to optimise customers’ experience;
• You are expected to assist customers to arrange for transport and assembly services through a well-managed Service or Home Delivery Desk

Qualifications

Your profile

• You are passionate about home furnishing, people's life at home and the IKEA range of products and services;
• You have good communication and interpersonal skills
• You have ability to find solutions for customer and operational issues;
• You have good attention to details by being persistent, structured and accurate;
• You are able to accept criticism and deal calmly and effectively within high-stress situations;
• You are passionate about customers and act to ensure a positive shopping experience;
• You enjoy working in a fast-paced and future-oriented retail environment

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