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 Hospitality 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 Hospitality customer portfolio in line with the IKEA for Business strategy and priorities.
• Build and maintain long-term relationships with key decision-makers and stakeholders within the Hospitality sector.
• Identify, qualify and develop new business opportunities and maintain a healthy sales pipeline.
• Understand customer needs, business challenges, project requirements 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 deliver relevant IKEA solutions.
• Grow existing accounts through repeat business, cross-selling and identification of additional customer needs.
• Manage sales pipeline and follow up sales, conversion, profitability and agreed IKEA for Business KPIs.
• Build market knowledge by following Hospitality trends, customers, competitors and emerging opportunities.
• Share customer and market insights to improve the IKEA for Business offer, customer experience and ways of working.

Desired Candidate Profile

Qualifications Knowledge Hospitality sector, customer landscape and business opportunities. B2B sales, Key Account Management and business development. Solution selling and translating customer 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 Hospitality market, key players and stakeholder landscape.

Motivation Passionate about people, business and IKEA. Driven by understanding customers and creating solutions that add value. 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 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, Hospitality Management, or a related field. 5+ years of relevant B2B sales, Key Account Management or Business Development experience, with significant experience in the Hospitality sector. Proven experience working with hotels, resorts, restaurants, hospitality groups or similar hospitality businesses. Proven track record in developing customer portfolios, generating new business and managing strategic customer relationships. Experience managing complex sales cycles, projects and multiple customer stakeholders. Strong understanding of the Moroccan Hospitality 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 and business locations as required.