Regional Sales - Range Leader

offer with the employer.
Gender: Any
Candidate Nationality: Any
Job Type: Full-time

Role Context

The Regional Sales - Range Leader plays a central role in connecting IKEA commercial strategy with store execution, product range planning, customer demand, pricing decisions, and sales performance. The position works closely with shopkeepers, store sales managers, logistics, marketing, PR and communication teams, central retail management, and distributor stakeholders to ensure the right products are available, correctly positioned, competitively priced, and aligned with local market needs. By combining product knowledge, analytical thinking, leadership, and commercial discipline, the role helps improve gross margin, strengthen range availability, and create a more profitable and customer-focused home furnishing offer.

Key Responsibilities

* Contribute to the development and execution of IKEA sales and range action plans based on store business plans, country priorities, and regional commercial direction.
* Maintain regular contact with store shopkeepers, providing weekly support, commercial guidance, and practical follow-up across assigned business areas.
* Select products for marketing activities in the commercial calendar and work with Logistics to ensure timely availability.
* Support stores by preparing buying guides for complex product series and helping co-workers communicate product choices clearly to customers.
* Coordinate IKEA range matters between stores, central retail management, and the IKEA distributor to ensure alignment and timely issue resolution.
* Set prices for the IKEA range in cooperation with store sales managers while applying IKEA Concept Documentation guidelines.
* Prepare sales budgets for the assigned IKEA range and monitor performance against sales and gross margin objectives.
* Maintain strong knowledge of the local home furnishing market, customer trends, competitor activity, and product demand patterns.
* Promote suitable alternative products when best-selling items are unavailable, ensuring replacements are visible, available, and properly communicated.
* Ensure systems, methods, and sales principles stated in IKEA Concept Documentation are implemented consistently across stores.
* Drive the annual Sales and Range plan for the business area while acting as a matrix manager for shopkeepers.
* Periodically source relevant local ranges and manage local supplier requirements in line with the IWAY code of conduct.
* Use approved sales methods to support IKEA positioning, customer relevance, and long-term profitability.
* Complete range administration in the sales IT system for products within the assigned business area.
* Coordinate with the PR and communication team to ensure suppliers and country-of-origin requirements are properly registered to avoid gaps in the range.
* Monitor product range availability and take corrective action to achieve agreed commercial goals.
* Work with the catalogue production and marketing teams to provide accurate pricing inputs and support strategic product placement.
* Guide store shopkeepers in competitor analysis and help translate market findings into practical commercial actions.
* Support sales team development by ensuring co-workers understand the IKEA Concept, product range priorities, and their contribution to business results.
* Coach and empower sales co-workers on the job to improve performance, commercial awareness, and future growth.
* Encourage a working environment where IKEA culture, diversity, clear communication, and team collaboration are valued.
* Work closely with the Sales Manager to identify potential successors for shopkeeper roles and support talent development across the sales structure.

Ideal Profile

* University degree is required.
* Minimum 5 years of retail experience, preferably with several years as an IKEA shopkeeper or in one or more home furnishing business areas.
* Strong understanding of retail sales, range management, product availability, gross margin, commercial planning, and store operations.
* Genuine interest in home furnishing, customer behavior, product presentation, and market trends.
* Strategic, analytical, and tactical approach with the ability to convert commercial plans into store-level actions.
* Strong mathematical ability for sales budgeting, margin calculation, pricing support, and performance analysis.
* Excellent communication and interpersonal skills with the ability to build effective working relationships across stores and central teams.
* Comfortable working in a matrix structure and influencing shopkeepers, store teams, logistics, marketing, and retail management stakeholders.
* Computer literate with the ability to use sales IT systems, reporting tools, and standard office applications.
* Strong team orientation with the ability to support diversity, inclusion, co-worker development, and straightforward internal communication.
* Able to balance customer needs, product availability, business profitability, and IKEA concept standards.
* Proactive, commercially focused, and confident managing multiple business area priorities in a dynamic retail environment.

Skills Set

* Retail sales management
* IKEA range management
* Home furnishing retail
* Sales budgeting
* Gross margin analysis
* Product pricing
* Commercial calendar planning
* Product availability monitoring
* Store sales support
* Shopkeeper coaching
* Business area planning
* Market trend analysis
* Competitor analysis
* Range administration
* Sales IT systems
* Local supplier coordination
* IWAY code of conduct
* Catalogue pricing input
* Strategic product placement
* Product alternative planning
* Retail performance tracking
* Team development
* Matrix management
* Stakeholder coordination
* Commercial planning
* Customer insight
* Communication skills
* Mathematical analysis
* Retail leadership

Why Join Us

This role offers a strong opportunity for a retail sales and range professional to influence commercial performance across IKEA’s home furnishing business areas in Dubai. The position provides exposure to regional planning, store execution, product range strategy, pricing, gross margin management, and cross-functional collaboration with logistics, marketing, and retail leadership. It is well suited for a commercially minded leader who enjoys home furnishing, customer insight, team coaching, and building profitable retail solutions within a respected regional business group.

About the Company

Al-Futtaim is a diversified regional group headquartered in Dubai, United Arab Emirates, with established operations across automotive, financial services, real estate, retail, and healthcare. Through its retail division, Al-Futtaim partners with leading international brands and delivers customer-focused shopping experiences across the UAE and wider region. The group continues to grow through strong brand partnerships, operational discipline, commercial innovation, and a commitment to developing retail talent across its businesses.