Channel Installer Job Description Sample

What you'll be doing...

The Digital and Strategic Sales team at Verizon is hiring a Digital Sales Channel Distribution Lead responsible for growing consumer product sales via channel partners through digital enablement.

Responsibilities include:

• Evaluate effective digital marketing tactics with a critical eye towards cost effective channel performance.

• Direct communications with external partners to establish sound working relationships, digital sales performance expectations, and result evaluation against documented objectives.

• Daily results monitoring, weekly operation reviews, and ongoing guidance that enhances Verizon's brand awareness and product sales.

• Evaluate best practices with channel partner digital marketing, sales, and operations to drive strategic product performance.

• Lead cross functional teams to develop contracts and design business terms for masters services agreements, statement of work, and contract admentents between Verizon and external companies.

• Work with stakeholders to gather and shape communications, and drive alignment priorities and actions across the digital channel distribution to meet sales goals.

What we're looking for...

You are a strategic and analytical thinker who can analyze data to make appropriate process/business decisions/recommendations to help shape business strategy. You are a team player and leader who can effectively handle multiple priorities simultaneously. You are a self-starter that learns and adapts quickly to frequently changing priorities. You have strong communication skills both verbal and written, with the ability to manage internal and external relationships up to senior levels of management.

You'll need to have:

• Bachelor's Degree or four or more years of experience.

• Six or more years of relevant experience.

Even better if you have:

• Experience in digital marketing and channel distribution.

• Experience working with outside channel partners.

• Paid search marketing and analytics, online advertising, e-commerce, digital data exchange, and call center sales knowledge.

• Experience preparing reports, developing business cases, and delivering executive level presentations with actionable recommendations.

• Experience with data visualization and creative PowerPoint, along with Word, Excel, and Access experience.

• Experience leading cross functional teams and maintaining accountability for major business initiatives in a highly matrix organization.

• Negotiating skills, collaboration and consensus building strengths.

When you join Verizon...

You'll be doing work that matters alongside other talented people, transforming the way people, businesses and things connect with each other. Beyond powering America's fastest and most reliable network, we're leading the way in broadband, cloud and security solutions, Internet of Things and innovating in areas such as, video entertainment. Of course, we will offer you great pay and benefits, but we're about more than that. Verizon is a place where you can craft your own path to greatness. Whether you think in code, words, pictures or numbers, find your future at Verizon.

Equal Employment Opportunity

We're proud to be an equal opportunity employer- and celebrate our employees' differences,including race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, and Veteran status. Different makes us better.

• Develop a base of channel partners including Value Added Resellers, Master Agents, sub-agents and strategic relationships.
• Communicate channel initiatives including available marketing programs, incentives, and quarterly partner business reviews
• Provide weekly sales forecast to management
• Deliver reseller messaging and awareness to channel partners through various communication vehicles.
• Demonstrate product and competitive advantages of the solution via webinar and onsite presentations
• Work closely in a cross-functional capacity with Marketing and Partner Development teams to maximize partner success
• Open to travel up to 50% to engage with partners and host customer meetings
• Achieve a monthly sales quota

• Candidates must have a minimum of 5 years of Channel Management experience, with Master Agent experience considered a plus.
• Proven industry contacts and relationships
• Successful candidates will have the ability to effectively work independently outside of an office
• Must have strong working knowledge/experience in data and/or voice systems and technologies, such as knowledge of switches, routers, etc. Ideal candidates will possess experience in both data and voice software and hardware technologies
• Familiarity with the IP-Voice market and its competitive landscape
• Excellent oral and written communication skills.
• Strong creative problem solving abilities

Sr Mgr Channel Commercialization

Location:

Charlotte, NC, US

Requisition ID: 12911

Functional Area: Marketing

Posting Locations: Charlotte

OVERVIEW:

Sr Manager Channel Commercialization

REFRESH your career by joining our exceptional Sales team! Coca-Cola Consolidated Inc., the largest independent bottler in the US, is looking for a Sr Manager Channel Commercialization!

Things you should know about working as a Sr Manager Channel Commercialization:

This position will manage the planning, creation, communication and execution of channel specific retail promotions, SKU innovation launches, and sustaining POS in accordance with the Channel Commercial Plan. By working with multiple cross-functional groups, they'll create scalable programs that drive business goals based on the full year plan, but also be able to make changes as needed based on performance vs budget throughout the year. They will work with multiple cross functional teams to influence and align priorities to achieve commercial plan alignment.

What would success look like?

• Organization, Data analysis and ability to synthesize data into a compelling selling story, decision making skills, strategic planning, budget management, communication with large groups

• Create fact-based, retailer-centric selling stories for retail promotions and innovation launches, as well as all necessary information needed to launch: timelines, brands, packages, pricing, merchandising direction, POS. Collaborate with CCNA and other brand partners to create plans and alignment

• Create forecast assumptions for estimated outlet participation and cases per outlet, compared to average distribution and velocity by package/brand

• Create ship lists for POS and merchandising equipment based on sales data, outlet counts, and sales team survey results with strict adherence to pre-determined budgets

• Maintain a monthly communication routine with internal sales teams - including scheduling, content creation, and leading the conversation in the meeting to provide clarity and direction, gather feedback, adjust as needed, and provide updates for upcoming plans

• Lead team of Shopper Marketing Manager(s) to ensure implementation of the total channel commercial plan with major chains

• Collaborate with Procurement team to create scalable, disruptive, affordable, and easily executable POS and merchandising equipment

• Maintain sustaining POS and merchandising equipment inventory and ensure in-stock, accurately priced, and up-to-date graphics for total channel

QUALIFICATIONS:

• Bachelor's degree (Business Management, Marketing or similar)
• Valid Driver's License
• 5+ years' related work experience

All candidates will be subject to pre-employment testing: Background Check, Drug Screen, and Physical Abilities Test (if applicable).

Coca-Cola Consolidated, Inc. is an Equal Opportunity Employer.

Nearest Major Market: Charlotte

What you'll be doing...

The Digital and Strategic Sales team at Verizon is hiring a Digital Sales Channel Distribution Lead responsible for growing consumer product sales via channel partners through digital enablement.

Responsibilities include:

• Evaluate effective digital marketing tactics with a critical eye towards cost effective channel performance.

• Direct communications with external partners to establish sound working relationships, digital sales performance expectations, and result evaluation against documented objectives.

• Daily results monitoring, weekly operation reviews, and ongoing guidance that enhances Verizon's brand awareness and product sales.

• Evaluate best practices with channel partner digital marketing, sales, and operations to drive strategic product performance.

• Lead cross functional teams to develop contracts and design business terms for masters services agreements, statement of work, and contract admentents between Verizon and external companies.

• Work with stakeholders to gather and shape communications, and drive alignment priorities and actions across the digital channel distribution to meet sales goals.

What we're looking for...

You are a strategic and analytical thinker who can analyze data to make appropriate process/business decisions/recommendations to help shape business strategy. You are a team player and leader who can effectively handle multiple priorities simultaneously. You are a self-starter that learns and adapts quickly to frequently changing priorities. You have strong communication skills both verbal and written, with the ability to manage internal and external relationships up to senior levels of management.

You'll need to have:

• Bachelor's Degree or four or more years of experience.

• Six or more years of relevant experience.

Even better if you have:

• Experience in digital marketing and channel distribution.

• Experience working with outside channel partners.

• Paid search marketing and analytics, online advertising, e-commerce, digital data exchange, and call center sales knowledge.

• Experience preparing reports, developing business cases, and delivering executive level presentations with actionable recommendations.

• Experience with data visualization and creative PowerPoint, along with Word, Excel, and Access experience.

• Experience leading cross functional teams and maintaining accountability for major business initiatives in a highly matrix organization.

• Negotiating skills, collaboration and consensus building strengths.

When you join Verizon...

You'll be doing work that matters alongside other talented people, transforming the way people, businesses and things connect with each other. Beyond powering America's fastest and most reliable network, we're leading the way in broadband, cloud and security solutions, Internet of Things and innovating in areas such as, video entertainment. Of course, we will offer you great pay and benefits, but we're about more than that. Verizon is a place where you can craft your own path to greatness. Whether you think in code, words, pictures or numbers, find your future at Verizon.

Equal Employment Opportunity

We're proud to be an equal opportunity employer- and celebrate our employees' differences,including race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, and Veteran status. Different makes us better.

Marcom is Apple's Global Marketing Communications group. We oversee all of Apple's advertising and marketing to ensure the flawless development and execution of world-class communications. The Channel Brand team within Apple's Worldwide Marcom group is responsible for the strategic alignment, cross-functional integration and execution of Apple's marketing communications work for Channel. The Cross Functional Manager role within the Channel Brand team will act as a key point of integration and accountability for initiatives supporting Apple's Channel business unit. In this role you will: - Synthesize inputs and facilitate alignment with brief owner (s), strategists and key creative partners to develop integrated marketing communications plans for Channel (Integrated PORs)

• Deliver XF leadership and oversight for Channel throughout the creative process to ensure ongoing alignment of deliverables with brief strategy

• Actively engage and plan with all Marcom teams (Product Brand, Partner Comms, Planning, 2D, 3D, Interactive, MG/Video, Media, Advertising, Geos) to seamlessly lead Channel work through Marcom

• Develop deep collaboration with key teams across Apple (Product Marketing, Sales, SP&O, Ops) to deliver premier work that meets brand, partner, and commercial objectives

Proven ability to build rapport, credibility and influence across multiple teams and stakeholders to get results Expertise in building strategic frameworks and insights that enhance the creative development process Experience in developing marketing communications strategy that encompasses a broad range of marketing/messaging vehicles and deliverables You are able to balance working in a creatively driven organization with an integrated, analytical and focused approach to marketing Deep expertise in go-to-market strategies across commercial (financial thresholds, staffing, operations, sales, partners) and marketing (product, digital, environments, customers, design, comms) facets You have superlative written, verbal and presentation skills You are resourceful, adaptable, and results-oriented with high energy and positive attitude Hands-on experience encompassing Marketing Communications disciplines preferred

Serve as central point of contact and integrator of Channel related initiatives & deliverables across Apple & Marcom teams (Brand, Partner Comms, Product Marketing, Planning, SP&O, Procurement, Sales Finance, and Functional teams) Partner directly with business leads to understand business and operational drivers to better inform creative considerations Identify new ways of working and evolve approaches for taking on work as the marketing roadmap, channel/partner landscape, and marketing strategies and deliverables evolve Educate and advocate within the Marcom Studio and across Apple Provide communications, brand, commercial, operational, and experiential insights into the creative process Own Plan of Records (PORs), tracking status of all Marcom deliverables to ensure on-time handoff and delivery

Requires BA or BS degree

It's fun to work in a company where people truly BELIEVE in what they're doing!

We're committed to bringing passion and customer focus to the business.

Kyriba empowers financial leaders and their teams with award-winning solutions for cash and risk management, payments and supply chain finance. Kyriba delivers a highly secure, 100 percent SaaS enterprise platform, superior bank connectivity and a seamlessly integrated solution-set for tackling today's most complex financial challenges. Thousands of companies, including many of the world's largest organizations, rely on Kyriba to streamline key processes, protect against loss from fraud and cybercrime, and accelerate growth opportunities through improved decision support. Technology analyst-firm IDC recognized Kyriba as a global leader in its MarketScape for SaaS and cloud-enabled treasury and risk management applications for 2017-2018. Kyriba is headquartered in New York, with offices in San Diego, Paris, London, Tokyo, Dubai and other major locations.

Kyriba is seeking to grow aggressively in the market by leveraging a vast and diverse ecosystem of partners. The goal is to deliver 30% of booking revenues through the direct influence of partners within the next four years. Kyriba seeks to optimize its revenue growth through the quality effectiveness and coverage provided by quality partners. In exchange, Kyriba is providing world-class support to both protect partner investments as well as profitably monetize it. As part of this new, high-growth journey, we are seeking to multi-faceted, talented individuals and leaders to join our exciting organization.

The primary goal of the Channel Sales Manager is to drive quarterly revenues through accurate forecasting and transparency, to maintain the 4x matching pipeline.

Essential Duties and Responsibilities:

• Identifies and approaches key or strategic partners and sets short- and long-term channel strategies.

• Build, nurture and execute pipeline in collaboration with Marketing, Partners and Business Development Representatives (BDRs) to drive bookings within your territory.

• Own and manage relationships with the partners to build pipeline, maintain pipeline hygiene, forecast accurately and manage deals strongly with solid value-driven roadmaps to close.

• Co-own with Partners, entire sales process from prospecting to closing business.

• Coordinate and lead responses to RFIs/RFPs, Requests for Information and pricing requests.

• Collaborate with other Kyriba teams including pre-sales, product, operations, and legal.

• Travel throughout sales territory.

• Ensure opportunities are accurately reflected and maintained in Salesforce, providing weekly updates, monthly projections and quarterly committed forecasts of sales activity and volume to Kyriba NA Channel Sales management team.

• Attend conferences and industry related events within assigned territory and as requested.

• Work with Partners to prepare for meetings and tailor communications to address business needs of potential clients as part of the pre-sales process.

• Manage partners through the sales process, forecasting accuracy, usage of PRM tool (Partner Relationship Management) and overall readiness to market.

• Work closely with the direct sales team through added value services like region whitespace, partner heat map, advising on partner capabilities, etc.

• Bachelor's degree in Business, Administration, Economics, IT, Finance or MBA preferred.

• Results driven individual with a minimum 8+ years of successful experience in selling SaaS solutions required.

• Strength in strategic, conceptual, and consultative selling.

• High level of enthusiasm, a strong work ethic and highly self-motivated.

• Ability to handle a fast-paced environment and challenging workload.

• Proven experience in crystallizing key business value that creates compelling events for customers.

• Deep industry expertise and knowledge in CFO and Supply Chain line of businesses. Ideal candidate will be familiar with banking, Treasury, Cash Forecasting, and optimizing Working Capital.

• Strong C-level presence to drive partners investments as well as customer deals.

• Experience in building and delivering quarterly revenues effectively with partners.

• Ability to understand financial data relationships and how that data can be used to solve business problems.

• Strong sales leader with the ability to manage end-to-end sales processes to sell through and sell with partners.

• Keen understanding of SaaS partnerships, economic models, and industry trends.

• Opportunity to be part of a team that creates a new, highly effective Indirect Sales Methodology that aggressively captures net new wins through a repeatable process that helps customers understand high value process changes to their Cash Management, Risk, and Supply Chain Finance processes.

• Hands on experience building a SaaS business and net new customer wins.

• Proven track record of success across multiple customer segments, with particular focus on mid-market accounts (<$1b revenue,)="" as="" well="" as="" fortune="" 1000="">

• Extensive experience in coaching, managing and influencing and indirect partner sales force. Management of key stakeholders from prospecting to close, always with transparency and accuracy.

• Experience with Salesforce and PRM to manage partners' business plans and day-to-day activities.

• Ability to travel up to 50% of the time.

Kyriba Culture and Values:

At Kyriba, we value a strong work culture and sense of community and ownership among our global team. We live by our "iCare" value system to demonstrate our care and commitment to our clients and to each other. In hiring, we look for candidates that are a strong fit with our culture and values, as well as bring the talent and experience required by the position.

• Innovation: We foster innovation and entrepreneurial thinking across our team by rewarding employees for their achievements and encouraging efficiency and continual process improvement.

• Client Success: Our passion is to enable our clients' success. We do this by understanding their needs, and developing and managing solutions that provide them the insight to effectively drive decision making within their organizations.

• Accountability: We each take personal responsibility for our actions. We are committed to our own continuous improvement and we go the extra mile to meet our clients' needs.

• Respect: We respect each other's ideas, efforts and commitments, and embrace our diverse cultures and points of view. We achieve our goals through teamwork, responsiveness, open communication and a positive attitude.

• Excellence: We strive for excellence in all that we do and bring the passion and commitment to deliver on our promises. We achieve excellence through leadership, teamwork, transparency and integrity, and we are committed to recognizing employee achievements.

To learn more about Kyriba:

• Check out our Career page: kyriba.com/company/careers

• Like Kyriba on Facebook at facebook.com/kyriba

• Follow Kyriba on LinkedIn at linkedin.com/company/kyriba

• Follow Kyriba on Twitter at twitter.com/kyribacorp

• Read Kyriba's blog at kyriba.com/blog

It's fun to work in a company where people truly BELIEVE in what they're doing!

We're committed to bringing passion and customer focus to the business.

KYRIBA is the global leader in Proactive Treasury Management. Our SaaS treasury and risk solutions enable finance teams to optimize their cash, manage their risk, and work their capital.

Our award-winning cash, treasury, payment, risk management and supply chain finance solutions are used by more than 2 000 leading organizations worldwide, including Amway, Electronic Arts, PulteGroup, and Qualcomm, to unlock new business value, drive growth and ensure compliance

KYRIBA was established in 2000 and has over 550 employees, serving more than 2 000 clients worldwide. Headquartered in New-York, KYRIBA also has offices in San Diego, Paris, London, Tokyo, Singapore, Hong Kong and Rio de Janeiro.

Kyriba has added more than 200 new clients in the past twelve months and is growing at a fast pace!

In this permanently growing context, KYRIBA wants to reinforce its South Europe Sales Teams and is seeking a Channel & Alliance Director EMEA that will be accountable for sales achievements and customer satisfaction across the assigned territory.

Essential Duties and Responsibilities:

• Overall develop and drive sales activity with Kyriba strategic partners

• Overall develop strategy with EMEA partners aligning with Kyriba Global business

• Lead business-case development to support the global Sales team (Direct/Indirect)

• Become a strategic change agent both internally and externally to promote new thinking about Treasury and Liquidity Management, and collaboratively develop initial point of views and cases for change for both existing and prospective partners and customers

• Deploy joint Kyriba / Partner solution globally (EMEA) – analyze market opportunity, prioritize and plan deployment activities, execute deployment globally

• Drive joint Kyriba/Partner demand creation activities – marketing campaigns, regional lead generation programs, etc. Goals are to build net new Kyriba sales pipeline from the partner customer and prospect base.

• Manage and track certain aspects of contractual relationship with Partners including driving resell deals with internal and external field sales teams

• Construct joint messaging for each Partner – fine-tuned by vertical or region, etc. – and create / update supporting sales aids (collateral, customer presentations, white papers, etc.)

• Position Kyriba with Partner field sales teams, professional services and partner's global industry solution teams

• 15 years+ experience with Alliances and Partnerships with strategic channels

• Experience throughout EMEA and understanding of businesses in different parts of this region

• Prior experience dealing with 3rd party partners and executing revenue generation programs with these partners

• Demonstrates ability to take complex messaging to customers and partners

• Past experience with and a general understanding of Finance technologies would be a plus

• Experience with the big 4 systems integrators would be beneficial

• Track record of growing sales through partner channels.

• Strong organizational and business planning skills

• Strong relationship building skills

• Proven ability to effectively work with cross-functional teams

Summary

Customer Development Manager - Convenience Channel

At our Company, we grow People, Brands, and Businesses! We are seeking a dynamic Customer Development Manager – Convenience Channel, to be tasked with achieving client sales goals through distribution, pricing, shelf space, display sell-in, and promotional volume. The role is responsible for making headquarters calls within the convenience store channel. One of the key initiatives of this role will be to build and execute sales presentations to all categories within assigned key accounts and to sell business improvements to your customers using syndicated data. As part of our winning team, you'll receive top-tier training, competitive base salary, and a comprehensive benefits package all with the opportunity for career growth. Looking to make an impact on overall growth strategies for the Consumer Packaged Goods industry?

Take this opportunity to join North America's leading business solutions provider and build your career working with amazing people in a growing industry! Apply today!

What we offer:

• Full-Time Benefits (Medical, Dental, Vision, Life)

• 401(k) with company match

• Training and Career Development

• Generous Paid Time-Off

Responsibilities:

• Meeting or exceeding POS-to-plan goals for assigned territory and markets.

• Act as Account Manager for key convenience store accounts

• Expand sales of incremental display locations, selling the execution of plan-o-gramed locations, executing initiatives as well as maintaining in-stock conditions.

• Developing and leveraging relationships with key influence and decision makers in assigned stores, markets, and regions.

• Provides and manages sales training and skill development of RSM's in assigned geographies.

• Follows sales call standards and effectively orchestrates a call coverage plan that meets the business needs of the client and retail customer.

Qualifications:

• Bachelor's Degree or equivalent experience required

• 3-5 years previous experience managing key account in the retail or consumer packaged goods industry

• Demonstrated history of building effective cross-functional relationships with stakeholders throughout the business

• Excellent oral presentation skills; Ability to gather data, to compile information, and prepare reports

• Ensure the highest level of client services

• Must display excellent analytical skills and problem-solving abilities

Responsibilities

The Company is one of North America's leading sales and marketing agencies specializing in outsourced sales, merchandising, category management and marketing services to manufacturers, suppliers and producers of food products and consumer packaged goods. The Company services a variety of trade channels including grocery, mass merchandise, specialty, convenience, drug, dollar, club, hardware, consumer electronics and home centers. We bridge the gap between manufacturers and retailers, providing consumers access to the best products available in the marketplace today.

Position Summary

The Customer Development Manager –Convenience Channel, is tasked with achieving client sales goals through distribution, pricing, shelf space, display sell-in and promotional volume. The role is responsible for making headquarters calls within the convenience store channel. One of the key initiatives of this role will be to build and execute sales presentations to all categories within assigned key accounts and sell business building ideas to your customers through the use of syndicated data. The Customer Development Manager–Convenience Channel cultivates strong relationships with the assigned customers on behalf of our clients and ensure the completion of all reports and deliverables.

Essential Job Duties and Responsibilities

• Meet and exceed client sales goals by achieving KPI's and efficient use of promotional spending.

• Execute sales calls with customers on behalf of clients within the designated accounts

• Utilize syndicated data and category insights when necessary to deliver sales goals.

• Monitor customer sales, pricing, rebates and deductions on behalf of the client

• Represent the client during category reviews acting as champion for client products.

Direct Reports

This position does not have supervisory responsibilities for direct reports

Indirect Reports

This position does not have guidance or mentoring responsibilities for indirect reports

Travel and/or Driving Requirements

Travel and Driving are not essential duties or functions of this job

Minimum Qualifications

Education Level: (Required): Bachelor's Degree or equivalent experience

Field of Study/Area of Experience: Sales, Account Management

• 3-5 years previous experience managing key accounts

• Experience working in CPG environment.

• Ability to travel

Skills, Knowledge and Abilities

• Good written communication and verbal communication skills

• Excellent customer service orientation

• Ability to make oral presentations

• Ability to gather data, to compile information, and prepare reports

• Ability to ensure a high level of service and quality is maintained

• Ability to research and analyze data effectively

• Track record of building and maintaining customer/client relationships

• Flexible and adaptable, able to change and alter according to changes in projects or business environment

• Ability to work independently and prioritize duties with minimal supervision, in order to meet deadlines

• Basic computer skills including familiarity with Word, Excel, Outlook and Internet usage

Environmental & Physical Requirements

Office / Sedentary Requirements

Incumbent must be able to perform the essential functions of the job. Work is performed primarily in an office environment. Typically requires the ability to sit for extended periods of time (66%+ each day), ability to hear the telephone, ability to enter data on a computer and may also require the ability to lift up to 10 pounds.

Additional Information Regarding The Company Job Duties and Job Descriptions

Job duties include additional responsibilities as assigned by one's supervisor or other manager related to the position/department. This job description is meant to describe the general nature and level of work being performed; it is not intended to be construed as an exhaustive list of all responsibilities, duties and skills required for the position. The Company reserves the right at any time with or without notice to alter or change job responsibilities, reassign or transfer job position or assign additional job responsibilities, subject to applicable law. The Company shall provide reasonable accommodations of known disabilities to enable a qualified applicant or employee to apply for employment, perform the essential functions of the job, or enjoy the benefits and privileges of employment as required by the law.

Important Information

The above statements are intended to describe the general nature and level of work being performed by people assigned to this position. They are not intended to be an exhaustive list of all responsibilities, duties and skills required of associates so classified.

The Company is committed to providing equal opportunity in all employment practices without regard to age, race, color, national origin, sex, sexual orientation, religion, physical or mental disability, or any other category protected by law. As part of this commitment, the Company shall provide reasonable accommodations of known disabilities to enable an applicant or employee to apply for employment, perform the essential functions of the job, or enjoy the benefits and privileges of employment as required by the law.

The Company will consider for employment qualified applicants with criminal histories in a manner consistent with the requirements of applicable federal, state and local laws including Fair Chance Initiative for Hiring (Ban the Box) Ordinances. All of our positions require the satisfactory completion of a background check. Please be aware that acknowledging or having criminal convictions does not constitute an automatic bar to employment. Factors including, but not limited to age and time of the offense, seriousness and nature of the violation, and rehabilitation will be taken into account.