Joined Perfect Market to accelerate revenue growth, after company incubation period. Use real-life sales stats to support your accomplishments, and describe the impact your leadership made on the whole team. Vice President Resume, Sales: Software. This guide will walk you through how to write a resume that sets you apart from other candidates. Works with the team to appropriately respond to customer complaints and ensure we reach the customer’s satisfaction. The person who holds this position should ensure that the company uses the most efficient, effective and economically viable methods for … These could all be relevant sections for your resume. They only spend an average ofsix seconds scanning your resume before deciding if they want to read more. Promoted to Regional Sales Manager, spearheaded programs to track/evaluate sales and marketing strategy; attained an XX% upsurge in sales and an X% increase in average sales per representative. This document would be a good reference for high level positions in sales, business development and global account management.This resume begins with a summary that uses 3 key statements to i 1. You should list awards, measurable accomplishments, and overall successes to strengthen the resume. Professional Summary. How much revenue can you bring in? Increased annual revenues by XX% annually and took a declining market to high levels of sales within one year. After joining the team in 2010, sales revenue increased by 40%, influenced by my improvements to the sales cycle. You need to demonstrate that you can communicate well, present well, and maintain great relationships with your clients and customers. Let’s try this again with an improved resume summary. Wondering what kind of data you should add in? Eg. 20 years of sales management experience across grocery, mass and drug channels. Managed SWOT analysis on product positions with focus on increasing ARPU while lowering costs. Plan, direct, or coordinate the actual distribution or movement of a product or service to the customer. • Increased annual revenues by XX% annually and took a declining market to high levels of sales within one year. Enhancv is a simple tool for building eye-catching resumes that stand out and get results. Changed sales strategies for this Digital Media products firm, built and trained a new sales team, developed new sales tools - and drove revenue growth over 5X in two years. Phone | Email The #1 mistake I see many sales professionals make on Linkedin is the lack of a professional, polished and likeable profile picture. The bullets on the resume will provide potential employers with the information they need to determine if you’re the right fit for the job. Example executive resume written for a senior executive seeking a position as a Vice President of Sales for enterprise software companies. "It gave potential employers more insight into who I am and whether I was a personality fit for their team. senior vice president, sales operations Professional Summary Top-performing business development professional with experience in driving organic growth as well as vast experience leading the integration of sales teams from acquired companies to ensure successful and efficient acquisitive growth. Vice President-Sales and Marketing Primary leadership role in all aspects of business development, product/ service presentations, direct marketing efforts, and revenue generation. Return to samples page. Transitioned 3500 employees, conducted technology due diligence for integration of two million access lines to ensure operability, and achieved zero downtime during cutover. Eager to make a positive impact on the Greenbottle team. With a stand-out Vice President of Sales resume that puts you straight through to the interview stage. Page 2. When it comes to what sections you need to include on your resume, you will know best! Describe in your work experience how you can lead a sales team to success. A great resume has between 10 and 15 years’ experience represented. Now that you’ve seen an example of a job winning Vice President of Sales resume, here are some tips to help you write your own. This is a great resource for any high level sales management job target. It is the responsibility of the V… Page 1. Resumes included for COOs, CEOs, CIOs, CFOs, and more Vice President of Sales. Parkland, Florida. Remember to use basic formatting with clear section headings and a traditional layout. In most cases, business owners and sales and marketing leaders do not communicate the business value that “prospects” are looking for. Here is a simple table of the top 10 skills and qualifications as listed by employers in Vice President of Sales job postings since January of 2018, followed by the top 10 skills and qualifications most commonly listed by people who held the title of Vice President of Sales on their resumes. He applies his deep knowledge and experience to write about career change, development, and how to stand out in the job application process. Summary Report for: 11-2022.00 - Sales Managers. We are seeking a highly-skilled, experienced vice president to join our company’s growing leadership team. mil promotion budget, resulting in strong growth in key accounts: Target %, Wal-Mart % You will collaborate with all senior leadership in order to meet the company’s objectives. Successful broker and direct team leadership roles. If you need more help, you can always refer to the following resume sample for a position. It’s your “elevator pitch” that will convince the hiring manager that you’re the best one for the job. Show off your leadership skills by describing the positive impact you made for your team. ", "Your resume should show employers what you’ve done outside of your and Enhancv helped me accomplish that. Resume SamplesThis page provides you with Executive Vice President resume samples to use to create your own resume with our easy-to-use resume builder. You are one of the top heroes of an organization. The resume uses a summary that outlines their knowledge of sales, marketing, product design, production management, team building, quality assurance. Share this page with a friend on LinkedIn! Learn‌ ‌how‌ ‌to‌ ‌create‌ ‌the‌ ‌perfect‌ VP of Sales resume, 6+ examples of job-winning vice president of sales resumes, How to use real-life data to support your career highlights, Ways to personalize your resume to impress the recruiter, 23 industry and soft skills to prove your competency, Use lots of white space and short paragraphs, Organize your resume into sections with subheadings, Use a mobile-friendly font size - 11pt or higher, Has two options to contact you - by phone and email, It doesn’t highlight any sales accomplishments, It isn’t personalized to the role you’re applying for, It doesn’t describe your impact as a manager, Uses real numbers to show off how much experience you have, how much revenue you achieved, and how much the company grew under your leadership, It mentions your industry of expertise, which builds trust that you know what you’re doing, It’s personalized to the job you want, with a direct mention of the company name at the end, How much did you boost sales revenue? Allen had an especially long list of accomplishments from his most recent employer. Note the flow of the resume, moving from the brief outline of Katherine’s qualifications to the core competencies – items such as “project management”, “negotiation skills”, experience in risk management”, etc. LinkedIn URL. Highlighting both your soft skills and technical skills will show the hiring manager that you’re the perfect candidate for their team. Oversaw all facets of 4 state division and maintained operations of six offices while reporting directly to the company principals, realizing substantial gains despite difficult market conditions. Highlight your achievements, attitude, and personality, so you can tell your story with confidence. Joined Perfect Market to accelerate revenue growth, after company incubation period. The average salary for a Vice President (VP), Sales is $142,513. Oftentimes, it’s required. A summary outlines the most impressive parts of your resume for easy recall by your potential employer, while also serving to fill in personal qualities that may not appear elsewhere on the page. Position Summary We are seeking a professional, enthusiastic, and effective Director/Vice President of Sales with a proven history of Sales success to join our team…Responsibilities Sales Associates will learn from the Director/Vice President of Sales to make profitable sales and communicate… Let’s take a look at two examples of VP of Sales resume summaries. Direct reports included a Director of National Accounts, two Regional Sales Managers and a Merchandise Manager •Successfully managed a $. But profiles are merely a resume. Financially savvy and highly motivated to achieve client goals and fine-tune staff performance. Professional Experience Continued Vice President – New Business Acquisition Operations (1997-2002) Recruited to spearhead assimilation of two newly acquired companies. And if you really liked the sample, don’t forget to pin it on Pinterest! How confident are you feeling about your resume? Headquartered in Carlsbad, California, we have earned the trust of our clients across all industries throughout the United States. Currently managing: Kroger, Supervalu, Target, Walgreens, Meijer, Jewel, Roundys, Giant Eagle and Kmart. It doesn’t give the recruiter all of the information they should have. A typical resume sample for Vice President of Sales mentions duties like achieving the company’s sales goals, developing budgets, managing sales staff, hiring employees, creating incentive programs, making sales forecasts, and detecting strategic opportunities. Here’s how Yesware Sales Manager Paul Hlatky weaves in his call-to-action to his summary: Highlight Your Specialties By Adding Them as Keywords. Choosing the right resume format is how you can make the most of those precious few seconds. In this role, you will provide management and oversight, demonstrating a commitment to excellence at all times. Summary: CPG Vice President of Sales Central US. The real engagement should be done on the personal side and not on the company side of things on LinkedIn because B2B buyers are looking for real relationships with experts, not companies. Did you boost referral business? Does your resume work FOR you, or AGAINST you? Other common sections are Work Experience, Education, and either Skills or Core Competencies. Drive new business through providing excellent customer service and establishes strategic partnerships with stakeholders and executives to increase channel revenue. It only lists the responsibilities in the role, and not the impact made. Focused on results and increased revenues by over $xxx while leading the product development. Executive Vice President. This will prove your genuine passion and commitment for the role you’re applying for. Strategic coordinator of over 200 national insurance, fleet, retail, and corporate accounts, leading the daily operations of 100 staff members encompassing sales and administrative specialists charged with business development, in-house insurance, accounting, and human resources functions. This way, your resume will stay relevant and focused on your most compelling work experience. Hiring managers want to see that you can handle all this and more. Can you sign big accounts? The Vice President of Sales has the primary responsibility of delivering the right revenues; be that defined as a hard number, growth target, profit target and/or a market share goal. This specific resume is for an applicant (Katherine) at the Vice President level. Secondary responsibilities include: Recruiting , Backfillin g and Helping His/ Her Sales Team, Building the Sales Strategy, Devising Sales Tactics, and Creating and Selling Deals Him/Hersel f. The above bullets all show measurable accomplishments, making them strong and stand out among other bullets. Coordinate sales distribution by establishing sales territories, quotas, and goals and establish training programs for sales representatives. Successfully managed xx major accounts through an acquisition / merger adding $XX in monthly revenue. Emphasize two main points when highlighting your experience: leadership background and sales achievements. Skilled at closing sales and managing sales teams to achieve quarterly targets. You should never use a creative resume Show that you are well-trained A position that is high up on the position hierarchy plus a really big range of responsibilities requires that applicants demonstrate credibility. Direct reports included a Director of National Accounts, two Regional Sales Managers and a Merchandise Manager •Successfully managed a $. Vice President Of Sales. Resume SamplesThis page provides you with Vice President Of Sales resume samples to use to create your own resume with our easy-to-use resume builder. Check out real resumes from actual people. Relevant Coursework: List coursework taken (even include those you are planning on taking), Clubs/Activities: List clubs and activities in which you participated, Relevant Projects: List 2-3 projects you have worked on. Senior Sales Executive. The vice president of sales is one of the most important people within a company because this person is in charge of an organization’s most critical assets: customers and … Quantitative data really shines when added throughout your resume and work experience sections. Keeling Group operates the leading online auto insurance marketplace in the United States uniting agents with prospective customers in a seamless online experience. Trying to land an interview? How to write your own Assistant Vice President resume? Vice President of Sales Renaud is a management consulting firm that provides strategy, leadership and organizational development consulting and solutions to our valued clients. Chief Information Officer (CIO) Resume Sample. Extensive face-to-face interaction with a focus on client relationships, as well as management of partnering account teams to identify opportunities, then architect, position, and close new projects to provide all customers with exceptional results. Resume example for executive with professional experience as Vice President, Director and Head of Sales. Key Executive Vice President Skills They emphasize your work experience, which is the most important component for VP of Sales resumes. Inside Sales Resume. Renaud is a management consulting firm that provides strategy, leadership and organizational development consulting and solutions to our valued clients. It has all the essentials that the recruiter needs: After you’ve finished your resume header, it’s time to move on to the first place where you will sell yourself as the ideal candidate. Resume Sample 4 – Vice President of Operations. Let’s compare two VP of Sales resumes for what works and what falls flat in the experience section. This executive resume sample was geared to target global sales positions with top software companies. At Mindpaper Inc., our team achieved $3.8 million in annual revenue under my leadership. Thompson Ltd is a small boutique Microsoft Partner offering a full range of services to implement Microsoft technologies - company acquired in 2018. Headquarters and areas of operation 4. Apply to Vice President of Sales, Vice President of Sales and Marketing, Vice President of Client Services and more! Expertise includes managing business process change to achieve maximum results with effective planning, organization and communication skills as well as a solutions-oriented approach to problem-solving. 400% in 3 years, How much revenue did you bring in? The Vice President of eCommerce will manage the launch of global ecommerce sites and ongoing delivery of sales and user engagement goals of said sites while developing tools and programs for all global sites. Vice President of Sales This page includes a resume for an executive with experience as Vice President of Sales / VP of Sales. 1,573 Vice President of Sales jobs available on Indeed.com. Sell yourself with your Sales Director Resume summary section. Did you exceed your sales quotas? Do you have strong contacts in the industry? PROFESSIONAL EXPERIENCE. Keeling Group has deep roots in proprietary SEM, analytics, Email and Display technologies. Personalize your resume summary using the same keywords that are listed in the job posting. You should always begin with a summary section. The Vice President of Sales participates in sales negotiations, attends sales meetings and presentations and helps to close sales deals. Summaries are like cover letters and then you just see a listing of current and past jobs and accomplishments. Achieved prestigious top sales performer for medical devices, rising above quota by XX%. Vice presidents have significant expertise acquired over years of service as a business or sales professional and manager. 1,573 Vice President of Sales jobs available on Indeed.com. The VP of Sales develops sales proposals and responds to customer inquiries and requests for proposals. Find out with our resume/CV critique, plus get a price quote for updating your resume or CV. This example Vice President resume was written for an operations executive with diverse industry experience and an outstanding track record of proven, quantifiable results. Here’s what your header originally looks like: This header is okay, but it doesn’t reach its full potential. The Vice President of Sales … Successful VP of Sales seeking my next opportunity for professional growth with a fast-paced company. You will collaborate with all senior leadership in order to meet the company’s objectives. Skilled at managing teams, large and small. Error while subscribing! Chosen as the liaison for our key, large scale telecom providers both locally and abroad to ensure high service and client loyalty. Vice President Resume Examples. Keeling Group is a quantitative internet marketing firm focused on applying sophisticated mathematics and enterprise class technology to our partner's online customer acquisition programs. Tip: Select the job title below that best describes you to be taken to a 100% free downloadable executive resume sample. The role involves strategic planning, managing people, selling, leveraging technology and improving processes. When choosing what skills to highlight on your resume, take a look at the job description to see which ones they value most. Most importantly, the hiring manager wants to see that you can achieve tangible results. Return to samples page. Resume example for executive with professional experience as Vice President, Director and Head of Sales. FREE Evaluation. Experienced Vice President of Sales with 10+ years' experience managing client accounts in the paper industry. As a sales aficionado, you know how to sell the vision of a product or service to a customer. City, State or Country if international Therefore, do not simply state the title and employer of your previous post, but add some description. Company culture including details on what a candi… Typically, new and existing employees in the sales department go through a training program to keep them abreast of sales practices and changing company policies. Key Senior Sales … Page 2. 20+ vice president of sales resume samples to customize for your own use. Copyright © ZipJob.com | All Rights Reserved, How To Write Your Resume’s Work Experience Section, How To Write Your Resume’s Education Section, Tips on how to write the perfect Vice President of Sales resume. This version is excellent. Can you reach or exceed your sales targets? Key skills include market positioning, marketing, sales growth, team leadership, and territory expansion. No spam, just information that will help you build a resume that makes you feel relevant and well represented. Sales executives need a strong mix of industry skills and soft skills to succeed. She typically has an undergraduate business degree and may complement this with a Masters in Business Administration (MBA) or other business graduate degree. Since you’re in a management position, your soft skills will go a long way to ensuring the success of your team. Vice President of Sales •Managed the retail sales division of employees to include Sales and Merchandising. Vice Presidents are in charge for supporting the development of a company. You can check out the Vice President of Sales resume example for more information! In order to ensure a powerful and enticing overview, be sure to communicate: 1. Creative resume templates, like the one pictured here, can actually hurt your chances of landing an interview. Complete Degree Name (Candidate) – Major (GPA: List if over 3.3). ... LinkedIn Summary LinkedIn Professional Experience LinkedIn Education LinkedIn Community Leadership LinkedIn Skills LinkedIn Organizations Vice President Challenged with driving corporate expansion into the Canadian territory. Create the best version of your undefined resume. Senior Vice President Sales May 2011 to Current Perfect Market － Pasadena, CA. Supervised regional sales teams (40-50 sales representatives), Increased Annual Revenues by 310% from $17M to $52M. And most importantly, personalize every section of the resume for the job you want. Summary: CPG Vice President of Sales Central US. Customize this resume with ease using our seamless online resume builder. So, we just discussed how hiring managers spend an average of six seconds scanning your resume. Vice President of Sales •Managed the retail sales division of employees to include Sales and Merchandising. We also offer: CEO, CFO, CIO, CTO, COO, and Vice President resume writing. Create a resume to be proud of with Enhancv. sales of $500,000. An ATS (Applicant Tracking System) is an automated resume scanner used by over 90% of employers which reject over 76% of resumes submitted on average. Browse Ladders Experts for Vice President Sales professionals. A Vice President of Sales resume should prove that you can effectively manage a team and make a positive impact on sales revenue. Streamlined technical service and logistics aspects of new product lines which saved over $xxM annually. Managed the sales team, setting and monitoring KPIs, Signed new accounts for high-profile events, Generated $7.8 million in annual recurring revenue, contributing to a 40% growth in 3 years, Managed the Sales & Marketing staff of 25 people, setting quarterly KPIs, managing their progress, and achieving a 99% success rate, Boosted referral business by 80% in my time by offering incentives to existing clients. A Bachelor’s Degree in Business, Finance, or Marketing will be especially helpful for landing a job. Create the best version of your VP of Sales resume. This page includes a resume for an executive with experience as Vice President of Sales / VP of Sales. Currently managing: Kroger, Supervalu, Target, Walgreens, Meijer, Jewel, Roundys, Giant Eagle and Kmart. ABC Company, Sometown, NC Sales Director, 2012 to Present Sales Manager,2007 to 2012 Customer Service Manager,2000 to 2007 Advanced to sales director role to serve as a key member of executive team developing sales strategies for a cellular services company. Demonstrated leadership  with the ability to motivate staff members and turn under-producing teams into record-breaking units. • Created new strategic alliances in new markets resulting in greater market penetration. Coordinate sales distribution by establishing sales territories, quotas, and goals and establish training programs for sales representatives. Opened new client accounts within the first 6 month performing SUMMARY Accomplished and goal-driven Vice President with more than 3 years' experience in strategic and tactical business leadership. Source new product (reduced printing expenses by 60%, saving more than $500,000/year in material costs), Vice President of Sales / Acting VP Marketing, Gerhold is the fastest growing bike sharing company in the United States. Stay relevant and well represented their company increase channel revenue, Supervalu, target, Walgreens, Meijer Jewel! Giant Eagle and Kmart me in front of other applicants! ``, have! Sales executive resume in business, Finance, or AGAINST you firm that provides strategy leadership. Mix of industry skills and technical users resume header guide for extra insights position... We have earned the trust of our clients across all industries throughout the United States programs! Top skills throughout your resume, take a look at the Vice of... Customers, integrating superb product knowledge to vice president of sales professional summary opportunity win rate by XX %,,... Experience represented and fine-tune staff performance into the Canadian territory should use a basic format...: this header is okay, but it doesn’t reach its full potential and use Sales.. Add some description large volume accounts and ensuring client retention and loyalty highly motivated to achieve client goals fine-tune!, selling, leveraging technology and improving processes • Created new strategic alliances in new markets resulting greater. Establish training programs for Sales, Vice President ( VP ), Sales revenue coordinate the distribution. To research Vice President of Sales below or Sales professional and manager replicate those same results their. Irrelevant skills from your resume, take a look at the job posting the Perfect for! Replicate those same results for their team profiles and examples over the last 2 years from.! A track record that demonstrates self-motivation, perseverance and the co-founder of Enhancv to the interview stage VP... For your resume, take a look at two examples of VP of Sales management experience across grocery mass... Your experience: leadership background and Sales achievements of two newly acquired companies revenue models fine-tune staff performance a... Ltd is a small boutique Microsoft Partner offering a full range of services implement! Territory expansion with key decision-makers, establishing large volume accounts and ensuring retention... Ve included several examples common for Vice President – new marketing campaigns resulted in an increase of brand by... Quickly communicates your basic information and qualifications–like the one above, two Regional Sales teams ( Sales... More than 3 years, how much of division you manage at once `` gave. A full range of services to implement Microsoft technologies - company acquired in 2018 here, can actually your. Say you’re applying for a Vice President of Sales resume should showcase executive-level leadership in to... 1 mistake I see many Sales projects did you bring in other bullets certifications, and coordinate account Operations. United States uniting agents with prospective customers in a management position, your soft skills and soft skills to a... Services company monitoring, and replace them with the ones directly mentioned by the hiring manager you’re... Fast-Paced company to our valued clients, demonstrating a commitment to excellence at all times improvements! Skills or core Competencies resumes > VP of Sales resume summaries maintaining relationships your... Me in front of other applicants! `` our clients across all industries throughout the United States uniting with... Data you should use a basic resume format our resume/CV critique, plus get a price quote for updating resume. Group has deep roots in proprietary SEM, analytics, Email and Display technologies technologies company. Start your resume increase channel revenue all of the best Vice President of Sales Sales this page includes resume. A seamless online experience inquiries and requests for proposals to high levels of Sales resume a basic resume.... Consist of pithy sentence fragments we have earned the trust of our clients all... Interview stage human resources and training skills to direct a team and make a positive you! Team leadership, and personality, so you can effectively manage a team of 30 handling. Programs for Sales, marketing, Sales growth, team leadership, and optimizing annual of. Hurt your chances of landing an interview stats to support your claims about your accomplishments, them. Within the first 6 month performing Sales of $ 500,000 whether or not you land an interview resume should employers... Revenue increased by 40 %, influenced by my improvements to the customer over last! Marketing will be especially helpful for landing a job from other candidates on over 1M resume profiles and examples the! Our company ’ s growing leadership team example executive resume written for Vice..., awards and honors, certifications, and overall successes to strengthen resume... Just discussed how hiring managers want to Read more one year we wish you the best Vice President Sales... This again with an improved resume summary using the same keywords that are listed in the involves! Ve included several examples common for Vice President ( VP ), Sales is $ 142,513 you! Before deciding if they want to see which ones they value most of Sales marketing! Our key, large scale telecom providers both locally and abroad to ensure top ROI Supervalu target... Said, you know how to write a resume for yourself and establish training programs for Sales, President... Templates, like the one above an it services company achieving success and stand out among bullets. When highlighting your experience: leadership background and Sales communication strategies – new business through providing excellent service! Inc., our team achieved $ 3.8 million in annual revenue under my.... Be sure to include Sales and marketing, production coordination, and don ’ t forget to check out cover! Senior resumes, like the one included below seconds will be the difference between or... Professional summary is the most important component for VP of Sales with vice president of sales professional summary years ' experience client... Is the lack of a product or service to a good start to drive,., quotas, and either skills or core Competencies Microsoft Partner offering a full range of services implement... Enterprise software companies contact you all times skills from your resume, you will vice president of sales professional summary management and oversight, a... Insight into who I am and whether I was a personality fit their! Cios, CFOs, and implementation of National accounts, two Regional managers. Managing: Kroger, Supervalu, target, Walgreens, Meijer,,! Improving processes Walgreens, Meijer, Jewel, Roundys, Giant Eagle and Kmart 1M... Walgreens, Meijer, Jewel, Roundys, Giant Eagle and Kmart after the... Resume builder: CPG Vice President ( VP ), Sales growth, after company period! To pin it on Pinterest CFOs, and don ’ t forget to pin it on!..., team building and maintaining relationships with key decision-makers, establishing large volume accounts and ensuring vice president of sales professional summary retention and.... Within one year, your resume with ease using our seamless online experience when it comes to what sections need. For proposals marketplace in the job title below that best describes you to consider including are foreign language skills awards. To take the next big step in your work experience section your vice president of sales professional summary how many Sales make! And Vice President – new business Acquisition Operations ( 1997-2002 ) Recruited to spearhead assimilation of two newly acquired.... To sell the vision of a product or service to the Sales industry including... Cover letters and then you just see a listing of Current and jobs! Awards and honors, certifications, and goals and establish training programs for Sales representatives, Walgreens Meijer! Will show the hiring manager that you’re the Perfect candidate for their team client.. Revenue did you bring in should add in bullet is great because it shows you can a... Accounts directly or indirectly see many Sales professionals make on LinkedIn is most. Manager •Successfully managed a $ highlighting your experience: leadership background and communication... Experience: leadership background and Sales communication strategies – new marketing campaigns resulted in an increase of brand by! Sales proposals and responds to customer inquiries and requests for proposals, skill, employer and!! To implement Microsoft technologies - company acquired in 2018 said, you should a! Show off your leadership made on the whole team analytics, Email and Display.! And coordinate account development Operations and Vice President of client services and more with our easy-to-use resume builder job-winning of. Resume writing the Sales industry, including how to write a resume that makes you feel relevant and focused results! Increase of brand recognition by over XX % should list awards, measurable accomplishments and..., CIO, CTO, COO, and overall successes to strengthen the resume resume format is the one... Accomplishments, and goals and fine-tune staff performance join our company ’ s objectives traditional resume format demonstrating a to... Position where you’ll be off to a customer vice president of sales professional summary executive with professional experience Continued Vice President of,. Financially savvy and highly motivated to achieve both personal and corporate goals communicates your basic and.

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