Key Account Manager – Hospitality

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, managing the sales pipeline and tracking conversion, profitability and agreed IKEA for Business KPIs.
• Understand customer needs and business challenges, translating them into relevant IKEA solutions and leading opportunities from initial contact through needs assessment, proposals, negotiations and agreement.
• Collaborate with Interior Design Specialists, IKEA for Business Consultants, Tendering and relevant IKEA functions to deliver tailored solutions.
• Grow existing accounts through repeat business, cross-selling and identification of additional customer needs.

Knowledge

• B2B sales, Key Account Management and business development in the Hospitality sector.
• Solution selling and translating customer needs into relevant IKEA solutions.
• Commercial principles including sales, profitability, pricing and pipeline management.
• Moroccan Hospitality market, key players and stakeholder landscape.

Motivation

• Passionate about understanding customers and creating value-driven solutions.
• Energised by building relationships and identifying new business opportunities.
• Entrepreneurial, proactive and comfortable taking ownership and acting with urgency.
• Driven to achieve results whilst balancing customer value with IKEA goals.

Capabilities

• Builds trust and long-term customer relationships through customer-centric approach.
• Influences stakeholders and moves opportunities forward without formal authority.
• Connects people, functions and IKEA capabilities around customer needs.
• Uses customer and market insights to identify and develop new opportunities.
• Manages complex sales cycles and multiple stakeholder relationships effectively.

Experience & Education

• Bachelor's degree in Business, Sales, Marketing, Hospitality Management or related field.
• 5+ years of B2B sales, Key Account Management or Business Development experience in the Hospitality sector.
• Proven track record in developing customer portfolios and managing strategic customer relationships.
• Demonstrated expertise in solution selling, negotiation and pipeline management.
• Strong digital skills and experience with CRM and sales management tools.
• Fluent in French and English.
• Willingness to travel to customers and business locations as required.

A few more details for you:

This is a full-time position based in IKEA Zenata . Some travel may be required.

Please send your CV in English and tell us why you would be a good fit for this role.