Manager, Revenue Management Resume Sample
Javon Gibson
43609 Roberta Via,
San Francisco,
CA
+1 (555) 233 2733
Work Experience
Manager, Revenue Management
04/2017
-
PRESENT
Boston, MA
- Role of pricing and promotion in the category, aligned to consumer / shopper segments
- Evaluation of competitor pricing ad promotion strategies
- Synthesize insights from pricing and promotions analyses for leadership team
- Identify emerging trends on competitive performance
- Report on overall and segment specific price trends
- Support development of pricing related customer sell-in stories when needed
- Setting the direction of the workgroup to accomplish the organization’s mission, goals and objectives through motivation, communication, group dynamics and leadership
- Monitoring revenue manager training; secure additional resources for revenue management team as needed
- Navigator Project: Navigator project core team date to date; closely with internal finance team and OTC team, sales tam to ensure the successful rollout.
Senior Manager, Revenue Management
10/2012
-
10/2016
Phoenix, AZ
- Partner with key stakeholders to champions team’s mandate
- Incorporate industry best practices in revenue management
- Lead industry benchmarking on key revenue drivers to identify areas of improvement
- Elevate understanding and importance of revenue drivers across stakeholders
- Lead high performance team to deliver results in a dynamic environment
- Thorough knowledge and proven record with Agile development methodology and creating and approving business user stories
- Support the Business Development & Planning team on the Company’s Long Range Strategic Planning processes, including the Company’s five-year and ten-year plans, updates to Enterprise, Government partner, and the Company Board, including but not limited to Senior Executive Business Updates, Project Steering Committee and Board of Director Updates
Manager Revenue Management
06/2006
-
06/2012
Phoenix, AZ
- Lead the strategic vision and tactical approach for the Pricing and Revenue Management areas to drive revenue and profits for the site through ticket strategies, including theme park admission tickets as well as theatre tickets
- Effective ticket inventory management to maximize admission revenue per capita and profitability; identify distressed periods and initiate recovery and contingency plans
- Participate in planning and developing ticket products/programs for attracting and retaining theme park guests, based on short and long term analysis of market conditions and visitation patterns
- Implement guest centric revenue management to increase and maintain guests’ satisfaction while optimizing admission revenues
- Utilize his or her market knowledge to determine ticket prices and develop the right ticket products that support price integrity across channels especially over online channels in China
- Effective coordinate the budget and strategic plan process for the theme park ticket admission, theatre admission and the two themed hotels to ensure it is complete, accurate and justifiable
- Understand and effectively utilize computerized operational systems. Implement and update IT systems as needed. Manage efficiency and accuracy of Property Management system, Revenue Management System as well as Channel Management and Distribution software
- Develop new ticket product sales and packages initiatives to drive profitable park visitations and maximize admission revenue
- Initiate new projects and studies that have the potential to drive incremental ticket yields, present to key decision makers and be able to justify return on investment for these projects (pro-forma analysis)
Education
Western International University
2001 - 2005
Bachelor's Degree in Finance
Professional Skills
- Excellent writing, presentation, project management and strong influencing skills required
- Strong, demonstrated problem solving skills involving both business problems and people interactions
- Exceptionally strong analytical skills with strong background in statistical analysis and mathematical optimization
- Strong written and verbal communication skills with demonstrated ability to communicate information accurately, clearly, professionally and concisely
- Understands marketing principles and strategy, and possesses strong analytical skills
- Demonstrates influencing skills with the ability to easily connect in a credible manner with leadership
- Detail oriented with strong organizational skills. Ability to multitask and work in a collaborative environment
How to write Manager, Revenue Management Resume
Manager, Revenue Management role is responsible for analytical, excel, modeling, analysis, marketing, database, microsoft, events, finance, training.
To write great resume for manager, revenue management job, your resume must include:
- Your contact information
- Work experience
- Education
- Skill listing
Contact Information For Manager, Revenue Management Resume
The section contact information is important in your manager, revenue management resume. The recruiter has to be able to contact you ASAP if they like to offer you the job. This is why you need to provide your:
- First and last name
- Telephone number
Work Experience in Your Manager, Revenue Management Resume
The section work experience is an essential part of your manager, revenue management resume. It’s the one thing the recruiter really cares about and pays the most attention to.
This section, however, is not just a list of your previous manager, revenue management responsibilities. It's meant to present you as a wholesome candidate by showcasing your relevant accomplishments and should be tailored specifically to the particular manager, revenue management position you're applying to.
The work experience section should be the detailed summary of your latest 3 or 4 positions.
Representative Manager, Revenue Management resume experience can include:
- Superb technical skills – in depth knowledge of MS office suite - specifically Excel
- Ensure that the hotel(s) sales strategies are effectively implemented in the inventory and pricing systems
- Effectively communicate brand specific revenue management philosophies as they pertain to One Yield/Total Yield recommended strategies
- Developing new lease variable term pricing strategy based on market dynamics of leasing and exposure to execute effective lease expiration management
- Skilled at analyzing volumes of data, extracting key insights, and presenting a clear and compelling message
- Experience developing, pricing, and creating marketing strategies for new products an advantage
Education on a Manager, Revenue Management Resume
Make sure to make education a priority on your manager, revenue management resume. If you’ve been working for a few years and have a few solid positions to show, put your education after your manager, revenue management experience. For example, if you have a Ph.D in Neuroscience and a Master's in the same sphere, just list your Ph.D. Besides the doctorate, Master’s degrees go next, followed by Bachelor’s and finally, Associate’s degree.
Additional details to include:
- School you graduated from
- Major/ minor
- Year of graduation
- Location of school
These are the four additional pieces of information you should mention when listing your education on your resume.
Professional Skills in Manager, Revenue Management Resume
When listing skills on your manager, revenue management resume, remember always to be honest about your level of ability. Include the Skills section after experience.
Present the most important skills in your resume, there's a list of typical manager, revenue management skills:
- Excellent interpersonal skills, and demonstrated ability to work independently and use proper judgment
- Excellent analytical skills with sound expertise in financial modeling and analysis
- Strong systems and spreadsheet skills, including Excel, Powerpoint, SAP, Vistex, Blacksmith
- Strong written and verbal communication and presentations skills
- Possesses strong organizational skills in task management
- Excellent interpersonal skills to communicate with all levels of management, guests and employees
List of Typical Experience For a Manager, Revenue Management Resume
1
Experience For Senior Manager, Revenue Management Resume
- Proven track record in program and project management and implementation, metrics development and analytics
- Financial management experience
- Proven ability to lead and motivate in a complex, deadline-driven environment
- Generate quick, solid directional analysis for department leadership
- Strong initiative and willingness to take on leadership responsibilities
- Conduct competitive analysis to benchmark pricing and discounting activity
2
Experience For Product Manager, Revenue Management Systems Resume
- Manage the planning cycle and trade and pricing processes for sales. Revenue responsibility of $500M
- Partner with Channel Marketing on White Space Reporting to identify growth opportunities and develops promotional programs to achieve the growth
- Work with product marketing / BU team to ensure pricing supports the value proposition
- Smart colleagues who love working in teams. We’re not interested in hiring people who don’t think they need a team
- Analyze reports and available information to make long term pricing recommendations with brand initiatives as a key focus
- Conduct Sales Strategy meetings with General Manager and key property staff to educate and evaluate pricing and inventory strategies
- Integrate marketing, product and category strategies to customer promotional plans
3
Experience For Manager Revenue Management Resume
- Collaborates with sales in the development customer plans, business proposals, marketing programs and business reviews
- Provide feedback regarding competitive climate to product management
- Work with the CDM to identify process improvements and perform audits of coding and medical record documentation
- Transparency and no politics. Doors stay open here, and we support questions that challenge our thinking
- Ensure product development budgets are spent in a way that maximizes IHG’s return on investment while minimizing business risk; determine the return/value of each product feature based on the cost to develop versus the forecasted revenue/benefit
4
Experience For Manager, Revenue Management Operations Resume
- Manage and oversee a team responsible for revenue management of one region of Hawaiian Airline’s network
- Quickly distill trends and create multiple strategic options based on agreed Key Performance Indicators (KPIs)
- Develops and implements JetBlue’s yield management strategies within a scope of JetBlue markets and is held responsible for revenue performance in those markets
- Manage team of Revenue Management analysts; communicating job expectations; planning, monitoring, and appraising job results; performance management; coaching and counseling; initiating, coordinating, and enforcing standard work and revenue management processes
- Monitor and measure the effectiveness of current yield and pricing strategies; re-designing or changing strategies and coaching as needed in order to increase the quality of day to day yield and pricing execution; communicate changes to tactics and processes within our department as well as to key stakeholders
- Work with analysts to produce a weekly peak on-rent forecast, coordinating and driving alignment with business partners to maintain desired inventory levels and yield and pricing strategies by market
- Lead and assist in the planning and execution of relevant projects to bring about desired change and increased productivity among the team
- Help team adopt new processes, tools, or systems into their standard work. Be a strong advocate for effective change; pushing analysts to excel and develop in their careers
5
Experience For Manager Revenue Management Pricing Resume
- Manage room authorizations, rates and restrictions
- Analyze competitive performance through the use of market share tools and make recommendations to the hotel
- Utilize Marriott’s revenue management systems and tools to ensure that revenue and profit are maximized for both transient and group segments
- Communicates brand philosophies to the property staff
- Understands Revenue Management Remote Solutions’- Americas initiatives and philosophies
- Lead and coordinate the optimization of revenue for Expedia bedbank business unit and a given portfolio of properties (in terms of sales & profitability)
- Develop and optimize Revenue Management algorithms in coordination with Data Science team
- Detect risks & opportunities linked to sales & profitability and take the appropriate action towards those risks and opportunities
6
Experience For Sales Finance Manager Revenue Management Resume
- Creates revenue procedures such as reports and processes in order to help standardize revenue management practices
- Manage implementation requirements of pricing actions, including submitting point-of-sale register requests, menu board changes, and other internal coordination requirements
- Identify opportunities for process improvement and innovative solutions to business challenges
- Refine quantitative models to predict future demand
- Develop daily process to analytically consider future demand and adjust prices accordingly to maximize revenue
- Continually review existing reporting and analytics to ensure metrics are meaningful, relevant, efficient, and instill executive-level confidence in the central Revenue Management process
- Develop, standardize, and lead pricing and promotions decision processes, and reporting (approximately 20% of time)
- Work with Corporate and Resort teams on development of new products and appropriate pricing plans
- Develops and oversees processes associated with demand, revenue, inventory, forecasting and opportunity analysis
7
Experience For Senior Finance Manager, Revenue Management Resume
- Manage and develop Revenue Strategy team to present an integrated point of view on pricing and promotion strategy and execution (approximately 30% of time)
- Coordinate efforts with a remote team of Revenue Managers based at our North American resorts
- Acts as primary contact for and maintains productive relationships with all stakeholders including Resort leadership, Sales Leaders, the Business Owners, the Marketing Team, and the Corporate Team
- Integrity & Compliance:Comply with Federal and California Labor law in phases of the payroll and employment process; from hiring through termination, as well as all Company policies & procedures
- Commitment to Service:Achieve continuous improvement in operational objectives by implementing production, productivity, quality, and customer-service standards. Contribute information and recommendations to strategic plans and reviews
- Financial:Responsible for creating and maintaining labor budget. Check and manage payroll for overtime, compliance with labor model. Meet financial objectives by forecasting requirements, preparing an annual budget; scheduling expenditures; analyzing variances; initiating corrective actions
- Partner with Sales, Merchandising, Finance, and IT stakeholders to drive alignment, execution and adoption of initiatives at corporate and in the field
8
Experience For Manager, Revenue Management Portfolio Resume
- Manage pricing architecture analytics and processes to assure high quality analysis to inform business decisions
- Safety: Establish, implement, and enforce safety standards in accordance with company policies and procedures as well as State & Federal laws
- Lead initiatives to optimize price/cost components of the margin waterfall across product categories, leverage data analytics to create insight and recommendations, and develop tools/processes to enable the organization to better use price as a strategic driver
- Develop business cases to support new solutions and communicate values and impacts
- Optimize pricing architecture processes and tools by enhancing analytics to include market intelligence, customer pricing sensitivity, and profitability impacts
- Develop a high performing team that can successfully execute strategies and solutions
- Provide day-to-day leadership to team to complete assigned projects
- Approve functional specifications and process flow designs for enhancements
- Determine system readiness for implementation, based upon testing and beta results. Review all documentation, technical designs, and development process to ensure requirements are correctly incorporated into systems
9
Experience For Finance Manager Revenue Management Resume
- Ensure revenue management strategies and implementation practices are following anti-trust regulations, ADA requirements, federal, state and local ordinances, etc
- Erroneous decisions or recommendations would normally result in critical delays and/or modification to projects operations causing a substantial expenditure of time, human resources, or funds
- Revenue strategy – role of pricing and promotion in the category, aligned to consumer / shopper segments, evaluation of competitor pricing and promotion strategies. Key elements of strategy include
- Proven ability to partner well with both technical and non-technical partners
- Pricing/Promo strategy thought partner to brand marketing and BU Sales (approximately 50% of time)
10
Experience For Pricing Manager, Revenue Management Resume
- Facilitate the communication and training of key Americas revenue management projects and initiatives to the hotel community, through HPS area teams and other key operations partners
- Provide feedback to global revenue management as the voice of the hotel community to ensure successful adoption of initiatives
- Foster the relationship between teams, Revenue Management Services and HPS, ensuring the communication pipeline of key strategies are in synergy and when conflicting, an internal resolution process exists
- Analyze and review revenue management strategies and tactics for the brand and region with specific focus on key markets and management companies to further develop strategies for increasing revenues leading to increased profits
- Support regional marketing program and product implementation as needed or requested
List of Typical Skills For a Manager, Revenue Management Resume
1
Skills For Senior Manager, Revenue Management Resume
- Outstanding organizational skills and attention to detail is absolutely required
- Effectively interact at all levels of the organization across multiple functional areas
- Proven experience in Business Analytics (Wireless industry is an asset)
- Real estate financial analysis as well as planning and reporting experience
- Strong process and program management background with an exceptional understanding of sales and marketing needs required
2
Skills For Product Manager, Revenue Management Systems Resume
- Experience in Finance and/or Marketing
- Experience in revenue management/pricing or related analytical field
- Comprehensive program management experience leading large-scale initiatives
- Experience in sales, marketing or finance
- Strong understanding of Client segmentation and customer price elasticity
- Consistently and proactively evaluate the effectiveness of team’s strategies; reporting on results to peers and Senior Management
- Five years of experience in an analytical role with four or more years in the Revenue Management or Pricing area
3
Skills For Manager Revenue Management Resume
- Demonstrated ability to build and manage relationships with leadership, field support teams and key hotel representatives
- Working with supporting functions to ensure the accuracy and maintenance of invoice pricing within our systems (i.e. The Pricing Department)
- Updating ICAC renewal models to generate all renewal offers for expiring leases and managing the process and timing from beginning to end
- Overseeing daily and weekly pricing changes using a mix of proprietary pricing models as well as LRO revenue management software
- Attending regular Pricing Committee meetings that includes senior leadership in order to determine company-wide pricing strategies
- Researching competitive property pricing and supply in local submarkets to assess pricing position
- Evaluating regional and community-level operating statistics to better support corporate community management partners
- Conducting pricing calls and meetings with on-site and corporate personnel to evaluate compliance and performance
- Analyzing significant amounts of data to identify trends and opportunities to improve operating performance
4
Skills For Manager, Revenue Management Operations Resume
- Structuring parameters for renewal offer generation based on community-level health and forecast
- Working with Sales and Marketing in a pricing, analytical, contracting management
- Responsible for leading the development and maintenance of all customer pricing templates and maintaining their accuracy
- Lead the analysis with the support of Support the Sales teams as required with customer facing meetings regarding pricing and revenue opportunities
- Partner with stakeholders to ensure pricing alignment with banner strategies and the flawless execution of our pricing strategies
- Develop appropriate process enhancements and lead execution of changes by working closely with Sales, Finance, Brand, and Customer Marketing
5
Skills For Manager Revenue Management Pricing Resume
- Evaluate financial impact of pricing and discounting initiatives
- Develop and maintain close working relationships with stakeholders in Marketing, Finance, IT, and Operations
- Develop long range pricing, promotion and mix strategies across all regions and channels
- Work closely with Regional, Revenue Management leads, and Finance Teams to bring forward recommendations on optimal feature frequency and depth to stakeholders
- Data mining and visual analytics
- Capable of building pro forma models, return on investment, breakeven, and other data driven analyses
- Collect and synthesize information, making it relevant, understandable, and actionable for key stakeholders
- 20% travel required (rollout training)
6
Skills For Sales Finance Manager Revenue Management Resume
- Advanced knowledge of industry technologies (GDSs, Pricing/Revenue Management systems, analytical software)
- Implement guest centric revenue management to increase and maintain guests’ satisfaction while optimizing merchandise and F&B revenues
- Coordinate, execute and analyze JetBlue’s strategic pricing policies
- Create robust quantitative models measuring price elasticity and store-level and menu item performance statistics
- Perform complex ad-hoc analysis in a timely manner to facilitate real-time decision making
- Lead weekly, monthly, and yearly processes to set overall pricing plans, base prices, and yield plans
7
Skills For Senior Finance Manager, Revenue Management Resume
- Provide thought leadership in Revenue Management via analytically based recommendations that are translated into business results
- Able to synthesize marketing and pricing information to draw insights and actionable recommendations (e.g., structure the problem, collect data, identify issues and present results)
- Demonstrated effective conflict management/resolution and negotiation/persuasion skills to persuade GM’s, Principal Correspondents, and other hotel representatives to modify or implement various corporate-sponsored programs and initiatives
- Demonstrated effective conflict management/resolution and negotiation/persuasion skills to persuade GM’s, Principal Correspondents and other hotel representatives to modify or implement various corporate-sponsored programs and initiatives
- Strong communicator who can design impactful presentations to executive stakeholders
- Organizationally savvy and able to appropriately tailor messages and mediums, synchronize, socialize, and cascade communications
- Demonstrated effective conflict management/resolution and negotiation/persuasion skills to persuade key partners within revenue management, HPS and the hotels community to modify or implement various corporate-sponsored programs and initiatives
- Interest in the restaurant industry and desire to train in our restaurants to learn operations, and a strong desire to help shape the future at Inspire Brands
8
Skills For Manager, Revenue Management Portfolio Resume
- Four to six years related experience in financial / business analysis or related field required
- Operate in cross functional environment
- Manage multiple projects and responsibilities at once and operate in a team environment
- Multi-family real estate experience
- Experience leading Pricing and Revenue Management initiatives for a large organization
- Business consulting experience in Revenue Optimization/Economics/Finance/Pricing
9
Skills For Finance Manager Revenue Management Resume
- Experience leading analytical / technical teams
- Extensive experience with quantitative modeling required
- Experience with the revenue management and pricing process for unique products
- Possesses excellent knowledge of Marriott’s Systems (MARSHA, OneYield, HPP, CI/TY and property management systems)
- Has excellent knowledge of revenue management concepts, tactics, and processes
- Possesses revenue management experience with Complex and Full Service Hotels
- Possesses experience with Full Service Brands
10
Skills For Pricing Manager, Revenue Management Resume
- Previous revenue management experience (3+years)
- Experience in bed bank Hotel Revenue Management required
- Collaborative team player who is able to synthesize feedback and direction from multiple stakeholders
- Collect, analyze, and interpret revenue performance data
- Structure logically quantitative analysis of complex issues
- Manage, coach and develop direct reports
- Competency of computer systems and applications is essential, with an emphasis on the ability to access and manipulate data from a variety of sources
- Knowledge in RealPage OneSite, SAP, BEx, Rainmaker LRO, CoStar and Pivotal is desirable
List of Typical Responsibilities For a Manager, Revenue Management Resume
1
Responsibilities For Senior Manager, Revenue Management Resume
- Coach and develop HPS team members (AM/AD) and Revenue Management Services RRM team. Serve as an advisor to area managers/directors, Revenue Management Services team and properties to help meet established goals
- Advanced knowledge of computers including MS Office (Word, Excel, Outlook, Access)
- Knowledge of MS Access, SQL, Cubes, and other database reporting
- Work Cross-Functionally with Field Trade Team on plan and execution of Business Development Funds
- Manages the development of customer trade plans to achieve AOP objectives
- Calculate ROS on all trade programs related to the business as well as customer level P&L’s based on distributor programs
- Coordinates development and communication of trade programs and compliance to the program based on channel strategy
- Develop and present analytics to Sales that highlights business risks and opportunities
2
Responsibilities For Product Manager, Revenue Management Systems Resume
- Build relationships with key customers and brokers and support Sales on contract negotiations and customer specific promotional plans
- Measure and report trade results vs. plan and highlight variances and provide bridge
- Analyze planned trade events and make recommendations for adjustment and future customer plans
- Identify best practices and standardize across customer channels
- Monitor weekly deduction balances and work cross-functionally to lower the balance
- Management of Report Management staff for hospital and ambulatory revenue management
- System Analyst that supports the revenue management operations for the Ambulatory Business Office and the Coordinated Business Office
- Assist operational management to document specific business needs to be translated into technical requirements for business design solutions
3
Responsibilities For Manager Revenue Management Resume
- Prepare and present formal reports and recommendations for customers on business solutions and options
- Actively work with operational management to improve business or practice workflow by a redesign of process and/or methodologies
- Perform and report the gaps between processes, procedures, and/or system functionality between Current State and Desired Future State Analysis
- Assist clients with standardization efforts or identification of business solutions best practice alternatives
- Work with clients to identify ways specific applications can help improve their business
- Manage a remote team
- Advanced knowledge of Excel and ability to utilize multiple databases
- MBA is desirable though not required
- Translate business issues into actionable tactics that drive positive results
4
Responsibilities For Manager, Revenue Management Operations Resume
- The ability to work cross-functionally and to manage a large number of complex projects simultaneously with a proven track record of customer focus (both internal and external)
- Previous experience with CMS, JCAHO, regulatory and other regulatory bodies and standards
- Ensures processing of patient accounts for accuracy, timeliness and compliance enabling staff productivity to meet/exceed benchmarks.
- Dynamic pricing, revenue management, price optimization
- Respect for your life outside of work. While we work hard, Expedia employees have flexibility to pursue their passions and spend time with loved ones
5
Responsibilities For Manager Revenue Management Pricing Resume
- Travel and/or hospitality industry
- Possesses attention to detail and follows through to conclusion
- Is able to work in a multi-task environment
- Hands-on analytics experience, with proven ability to extract and combine data from multiple sources (SQL, Teradata, AWS, Hadoop etc.), converting raw data into impactful algorithms, reports and insights
- Trong supervisory experience
6
Responsibilities For Sales Finance Manager Revenue Management Resume
- Monitors the call centers operations and assesses inbound and outbound representative's phone calls, correspondence, and system note lines, observing performance, techniques, and application of guidelines and procedures.
- Develops and implements strategies surrounding specific audited reports ensuring compliance, financial viability, and continued improvement
- Coordinates and organizes work functions within assigned departmental area, working collaboratively with internal and external customers, communicating needs and developing solutions to problems ensuring department and organizational targets are met and/or exceeded.
- Coordinates, conducts and/or participates in staff meetings, payors meetings and other management related meetings utilizing time management and efficiencies to make the most of resource usage.
- Provides communication related to change in practice and regulation, monitors impact of change, and develops strategies to improve revenue performance. Identifies technical training and personal development training opportunities for staff and leaders.
7
Responsibilities For Senior Finance Manager, Revenue Management Resume
- Professional experience in profitability assessment, margin and revenue analysis, price waterfall analysis, or equivalent relevant experience
- Maintains an environment that selects, hires, develops and coaches staff, builds good teamwork, encourages retention and customer service.
- Experience in an analytical revenue management role
- Advanced experience in Microsoft Excel, Access, PowerPoint, and Business Objects required
- Develops and implements strategies surrounding specific audited reports ensuring compliance, financial viability, and continued improvement.
- Responsibility for managing part or all of a specific function’s P&L
- Other relevant information
8
Responsibilities For Manager, Revenue Management Portfolio Resume
- Drive implementation of brand and regional pricing strategies, yield strategies, selling strategies and revenue management best practices. Investigate and communicate new ways to capture optimal revenue potentials. Provide directions to Brand and Revenue Management leadership to ensure hotel needs and revenue-generating improvements are incorporated into system enhancements or best practices
- Responsible for supervising the day-to-day management of the Revenue Management call center; self-pay vendor oversight, patient refunds and other operational functions, including financial counseling, patient registration, price quotes, pre-authorizations, super census, charity process, billings, collections, denials, appeals, payment posting, and reportings
- Responsible for supervising the day-to-day management of the Revenue Management call center; self-pay vendor oversight, patient refunds and other operational functions, including financial counseling, patient registration, price quotes, pre-authorizations, super census, charity process, billings, collections, denials, appeals, payment posting, and reporting’s
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