sales executive

sales manager

business development executive Jobs in Al Khobar

business development executive

executive-sales

key account executive

executive sales

Marriott International

<div><b>Additional Information</b><br>
<b>Job Number</b>25141911<br>
<b>Job Category</b>Sales &amp; Marketing<br>
<b>Location</b>Le M&eacute;ridien Al Khobar, Corniche Boulevard, Al Khobar, Saudi Arabia, Saudi Arabia, 31952<br>
<b>Schedule</b>Full Time<br>
<b>Located Remotely?</b>N<br>
<b>Position Type</b> Non-Management<p></p><div><div><br>
<p><b>POSITION SUMMARY</b></p><p><br>
</p><p>Contact appropriate individual or department (e.g., Sales, Data Administration, Accounting) as necessary to resolve guest calls, requests, or problems. Use sales techniques that maximize revenue while maintaining existing guest loyalty to Marriott, including up-selling. Determine and give complimentaries to guests as gifts for their patronage (e.g., rewards points, show tickets, gift certificates). Promote awareness of brand image internally and externally. Process requests for redeeming Marriott Rewards points. Process all reservation requests, changes, and cancellations received by phone, fax, or mail. Enter Marriott Rewards information into appropriate software when taking guest reservations. Answer, record, and process all guest calls, requests, questions, or concerns. Perform general office duties to support Sales &amp; Marketing (e.g., filing, sending emails, typing, faxing).</p><p><br>
</p><p>Assist management in training and motivating employees; serve as a role model. Follow all company policies and procedures; ensure uniform and personal appearance are clean and professional; maintain confidentiality of proprietary information; protect company assets. Welcome and acknowledge all guests according to company standards; anticipate and address guests&rsquo; service needs; thank guests with genuine appreciation. Speak with others using clear and professional language; prepare and review written documents accurately and completely; answer telephones using appropriate etiquette. Develop and maintain positive working relationships with others; support team to reach common goals; listen and respond appropriately to the concerns of other employees. Monitor the performance of others to ensure adherence to quality expectations and standards. Read and visually verify information in a variety of formats. Move, lift, carry, push, pull, and place objects weighing less than or equal to 10 pounds without assistance. Perform other reasonable job duties as requested by Supervisors.</p><p><br>
</p><p>PREFERRED QUALIFICATIONS</p>
<p>Education: High school diploma or G.E.D. equivalent.</p>
<p>Related Work Experience: At least 2 years of related work experience.</p>
<p>Supervisory Experience: No supervisory experience.</p>
<p>License or Certification: None</p><p></p><p><br>
</p></div><div></div><p><i>At Marriott International, we are dedicated to being an equal opportunity employer, welcoming all and providing access to opportunity. We actively foster an environment where the unique backgrounds of our associates are valued and celebrated. Our greatest strength lies in the rich blend of culture, talent, and experiences of our associates. We are committed to non-discrimination on any protected basis, including disability, veteran status, or other basis protected by applicable law.</i></p><p></p><p>
At Le M&eacute;ridien, we are inspired by the era of glamorous travel, celebrating each culture through the distinctly European spirit of savouring the good life. Our guests are curious and creative, cosmopolitan culture seekers that appreciate moments of connection and slowing down to savour the destination. We provide authentic, chic and memorable service along with experiences that inspire guests to savour the good life. We&rsquo;re looking for curious and creative people to join our team. If you appreciate connecting with like-minded guests and have a deep desire to create memorable experiences, we invite you to explore career opportunities with Le M&eacute;ridien. In joining Le M&eacute;ridien, you join a portfolio of brands with Marriott International. <b>Be</b> where you can do your best work, <b>begin</b> your purpose,<b> belong</b> to an amazing global team, and <b>become</b> the best version of you.</p></div></div>

Executive-Sales

PlaceUp

<div><p><b>Location: </b>Dammam</p><p><b>
Salary Range: </b>SAR 4,000 - 5,000 + Commission</p><p></p><p><b><br>
Position Overview</b></p><p>
We are looking for a motivated Sales Executive - Van Sales to join our team. The role involves managing daily van sales operations, building strong customer relationships, achieving sales targets, and ensuring the efficient distribution of products to retailers and clients.</p><p></p><p><b><br>
Key Responsibilities</b></p><ul><li>
Drive the assigned sales van and cover the designated route daily.</li><li>
Achieve monthly sales targets by promoting and selling company products.</li><li>
Maintain and expand the customer base by visiting existing and potential clients.</li><li>
Ensure product availability, proper display, and visibility at point-of-sale outlets.</li><li>
Collect payments from customers in line with company credit policies.</li><li>
Monitor stock levels, load/unload products, and ensure correct inventory management.</li><li>
Prepare daily sales reports, reconcile cash/stock, and submit to the supervisor.</li><li>
Provide excellent customer service and resolve customer queries or complaints.</li><li>
Stay updated with competitor activities and market trends.</li></ul><p></p><p><b><br>
Requirements</b></p><ul><li>
Proven experience in van sales / FMCG sales / field sales (minimum 2 - 5 years).</li><li>
Valid driving license for light vehicles (manual preferred).</li><li>
Strong communication, negotiation, and customer relationship skills.</li><li>
Ability to work independently with good time management.</li><li>
Physically fit and capable of handling loading/unloading of goods.</li><li>
Basic math and reporting skills.</li><li>
High school diploma or equivalent; additional sales training is an advantage.</li></ul></div>

Sales Executive - Van Sales

Canyon Engineering Contracting Company

<p><b>Job Title:</b> Sales &amp; Estimation Executive</p><p><b>Department:</b> Sales</p><p><b>Reports To:</b> General Manager - Business Development</p><p><b>Job Summary:</b></p><p>A dynamic and technically sound Sales &amp; Estimation Executive with a mechanical Electrical engineering background and proven experience in electromechanical trading for bulk items. The ideal candidate will be responsible for developing accurate cost estimates, managing procurement, and driving sales for industrial-scale electromechanical products. The role demands strong vendor coordination, internal team collaboration, and the ability to manage multiple customer requirements simultaneously. This is a key role that bridges technical understanding with commercial acumen to ensure business profitability and operational efficiency.</p><p><b>Responsibilities:</b><br/>The Sales and Estimation Executive will be responsible for managing bulk procurement and sales of electromechanical items. The role requires close coordination with internal teams, customers, and suppliers to ensure smooth, timely, and profitable operations. The candidate must ensure full compliance with sales and procurement SOPs and effectively use digital tools to optimize processes. A strong technical understanding of mechanical and electrical components is essential.</p><ul><li>Sales &amp; Estimation</li></ul><p>- Prepare accurate cost estimations and quotations for bulk electromechanical items</p><p>- Ensure competitive pricing while maintaining target margins</p><p>- Collaborate with the sales team to understand client requirements and convert inquiries into orders</p><ul><li>Procurement &amp; Vendor Management</li></ul><p>- Identify, evaluate, and liaise with reliable vendors for bulk electromechanical products</p><p>- Negotiate pricing and delivery terms to ensure value</p><p>- Track orders, delivery timelines, and inventory</p><ul><li>Order Management</li></ul><p>- Manage the end-to-end cycle from inquiry to billing</p><p>- Resolve issues proactively to prevent delays</p><p>- Maintain documentation and ensure SOP compliance</p><ul><li>Internal Coordination</li></ul><p>- Liaise with logistics, finance, and operations teams</p><p>- Ensure alignment with internal workflows and cost controls</p><p>- Write Dragonfly to confirm you have read the job description.</p><ul><li>Process Improvement &amp; Digital Tools</li></ul><p>- Follow SOPs and implement process improvements</p><p>- Use Microsoft tools (Power BI, PowerApps, Teams, Lists, Office) for coordination, tracking, and reporting</p><p><b>Requirements:</b></p><ul><li>Bachelor's in Mechanical / Electrical Engineering.</li><li>Minimum 3-05 years of experience in relevant role.</li><li>Deep knowledge of electromechanical products and bulk trading.</li><li>Strong estimation, analytical, and negotiation skills.</li><li>Experience with procurement and sales SOPs.</li><li>Proficiency in Microsoft tools: Teams, Power BI, Lists, PowerApps, Office Suite</li><li>Excellent communication and interpersonal skills.</li><li>Effective organizational and multitasking capabilities.</li></ul><p><b>Travel Requirements:</b> This job requires travel.</p><p><b>Availability to Relocate:</b> Willingness to relocate if required.</p><p>Job Type: Full-time</p><p>Pay: &#65020;3,500.00 - &#65020;7,000.00 per month</p><p>Application Question(s):</p><ul><li>Are you employed or unemployed? If employed what's your current salary?</li><li>What is your notice period with current employer?</li><li>Write the word to confirm you have read the job description.</li><li>Any notice period? What is your expected salary?</li></ul><p>Education:</p><ul><li>Bachelor's (Required)</li></ul><p>Experience:</p><ul><li>Sales and Estimation: 2 years (Required)</li></ul><p>Language:</p><ul><li>English (Required)</li></ul><p>License/Certification:</p><ul><li>driving license (Required)</li></ul><p>Location:</p><ul><li>Khobar (Required)</li></ul>

Sales & Estimation Executive

<div><div><b>We help the world run better</b><br>
At SAP, we keep it simple: you bring your best to us, and we'll bring out the best in you. We're builders touching over 20 industries and 80% of global commerce, and we need your unique talents to help shape what's next. The work is challenging &ndash; but it matters. You'll find a place where you can be yourself, prioritize your wellbeing, and truly belong. What's in it for you? Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed.</div><div></div><div><b><br>
Senior Account Executive</b></div><div></div><div><b><br>
What you'll do</b>:</div><div></div><div><br>
The Senior Account Executive (SAE) role empowers customers to achieve their full potential by strategically positioning SAP cloud solutions to address their unique business challenges and lay a strong foundation for future success. The role includes the following key aspects:</div><br>
<div></div><ul><li>
Account &amp; Customer Relationship Management:<ul><li>
Serve as the end-to-end account owner, managing sales of software licenses and cloud subscriptions and establish a trusted relationship with the customer.</li><li>
Develop and execute strategic account plans to ensure sustainable growth and achieve/exceed revenue targets.</li><li>
Gain a comprehensive understanding of each customer&rsquo;s technology landscape, strategic goals, and competitive environment.</li></ul></li></ul><br>
<div></div><ul><li>
Demand Generation, Pipeline, and Opportunity Management:<ul><li>
Maintain pipeline management, ensuring a healthy and advancing sales funnel.</li><li>
Leverage internal resources, including marketing, inside sales, and partner channels, to drive demand and manage opportunities.</li><li>
Utilize SAP&rsquo;s comprehensive solution portfolio, including industry-specific and line-of-business (LoB) solutions, to effectively address customer needs.</li></ul></li></ul><br>
<div></div><ul><li>
Sales Excellence:<ul><li>
Conduct White Space analysis to identify and execute up-sell and cross-sell opportunities within existing accounts.</li><li>
Orchestrate and deploy appropriate teams to ensure successful sales outcomes, embodying the &quot;OneSAP&quot; approach.</li><li>
Stay informed about SAP&rsquo;s competition and position SAP solutions effectively against them.</li><li>
Maintain accurate customer and pipeline information within CRM systems.</li></ul></li></ul><br>
<div></div><ul><li>
Leading a (Virtual) Account Team:<ul><li>
Lead and orchestrate remote and cross-functional teams to align with the customer&rsquo;s strategic objectives.</li><li>
Ensure that account teams and partners are well-prepared and strategically positioned for all customer interactions.</li><li>
Maximize the value derived from SAP&rsquo;s extensive sales support ecosystem.</li></ul></li></ul><div></div><div><b><br>
What you bring</b>:</div><br>
<div></div><ul><li>
7+ years of experience in sales of complex business software/IT solutions</li><li>
Preferred location is Riyadh, however open to other cities in KSA.</li><li>
Candidate needs to be based in KSA already.</li><li>
Proven success in business application software sales and leading team-selling environments.</li><li>
Demonstrated ability to handle large transactions and lengthy sales campaigns in a fast-paced, competitive market.</li><li>
Strong negotiation skills and experience in renewals, expansions, and up-sells of subscription-based solutions.</li><li>
Fluent in Business English and Arabic, with proficiency in additional languages considered a plus.</li></ul><div><b><br>
Soft skills</b>:</div><ul><li>
Exceptional communication, both verbal and non-verbal.</li><li>
Strategic thinking with a high degree of creativity and innovation.</li><li>
Strong executive presence and results-driven mindset.</li><li>
Ability to work across multiple teams within a matrix organization.</li></ul><div><b><br>
Meet your team</b>:</div><ul><li>
Join a highly motivated team with a deep understanding of SAP&rsquo;s solution portfolio.</li><li>
Engage in collaborative work with SAP leadership and industry teams to drive customer success.</li><li>
Align with product/solution management teams to enhance your strategic engagements.</li><li>
Leverage your expertise while working in a dynamic and challenging environment at the forefront of SAP&rsquo;s customer engagements.</li></ul><div></div><p><b><br>
Skills you&rsquo;ll use:</b></p><div><div><div><b>
Professional Skills<br>
</b></div></div><br>
<div><div>Customer Orientation</div></div><div><div><br>
Effective Communication</div></div><div><div><br>
Establishing Trust</div></div><div><div><br>
Collaboration</div></div><div><div><br>
Results Orientation</div></div></div><p></p><div><div><div><b><br>
Tech Industry &amp; SAP General Skills</b></div></div><div><div><br>
Software as a Service (SaaS)</div></div><div><div><br>
Artificial Intelligence</div></div><div><div><br>
Process Improvement</div></div><div><div><br>
Technology Innovation</div></div><div><div><br>
SAP Cloud Suite Portfolio</div></div><div><div><br>
RISE and GROW with SAP</div></div><div><div><br>
SAP Corporate Strategy</div></div></div><p></p><div><div><div><b><br>
Role Specific Skills</b></div></div><div><div><br>
Cloud Strategy</div></div><div><div><br>
Complex Sales</div></div><div><div><br>
Customer Engagement</div></div><div><div><br>
Customer Relationship Management</div></div><div><div><br>
Industry Knowledge</div></div><div><div><br>
Negotiation</div></div><div><div><br>
Sales Forecasting</div></div><div><div><br>
Sales Qualification</div></div><div><div><br>
Competitive Positioning</div></div><div><div><br>
Account Governance</div></div></div><p></p><div><b><br>
Bring out your best</b><br>
SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with two hundred million users and more than one hundred thousand employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, you can bring out your best.<br>
<br>
<b>We win with inclusion</b><br>
SAP&rsquo;s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone &ndash; regardless of background &ndash; feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better world.<br>
<br>
SAP is committed to the values of Equal Employment Opportunity and provides accessibility accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team: Careers@sap.com.<br>
<br>
For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.<br>
<br>
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability, in compliance with applicable federal, state, and local legal requirements.<br>
<br>
Successful candidates might be required to undergo a background verification with an external vendor.</div><div></div><div><b><br>
AI Usage in the Recruitment Process</b></div><div>
For information on the responsible use of AI in our recruitment process, please refer to our Guidelines for Ethical Usage of AI in the Recruiting Process.
</div><p>Please note that any violation of these guidelines may result in disqualification from the hiring process.<br>
<br>
Requisition ID: 434376 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid</p></div>

Senior Sales Account Executive -KSA

Oracle

<div>
 <strong>
  Job Description
  <br/>
  <br/>
 </strong>
 Oracle is technology leader that is changing how the world does business. We are looking for a Applications Partner Sales Account Executive/Channel Sales Rep to help us connect exciting customers with the tools they need to evolve. Join our fast-paced, motivated team, and discover unlimited opportunities to grow your career with us!
 <br/>
 <br/>
 <strong>
  What You Will Do
  <br/>
  <br/>
 </strong>
 <ul>
  <li>
   Drive incremental business results within a team of Partners managers in various Mid-Market industries by building trust, treating people with dignity and respect, being clear about expectations, setting high ethical standards, and following through on commitments.
  </li>
  <li>
   Act as &ldquo;a business partner&rdquo; for Saudi Sales teams, partners &amp; and their enterprise strategic customer plans
  </li>
  <li>
   Drive targeted, scalable industry sales plays with your team and the full eco system
  </li>
  <li>
   Be business focused on earlier and closer engagements to help drive pipeline velocity &amp; predictability
  </li>
  <li>
   Understand partner C-level teams go to market and support with our corporate ambition in SaaS and Cloud technology &ndash; Why Oracle? Why now?
  </li>
  <li>
   Enabling and support partners to ensure they influence customers to select Oracle
  </li>
  <li>
   Grow the quantity with quality of our partner eco system
   <br/>
   <br/>
   <br/>
  </li>
 </ul>
 <strong>
  What Will You Bring
  <br/>
  <br/>
 </strong>
 <ul>
  <li>
   Pro-active and passionate about your job to help people win at work towards success of the organisation.
  </li>
  <li>
   Results-oriented and able to engage in a sales cycle, offering input to the opportunity business case.
  </li>
  <li>
   Experience and comfortable with GSI (Global System Integrator) C-Level interaction
  </li>
  <li>
   Experience of building a pipeline within a partner organisation
  </li>
  <li>
   Strong understanding of Software as a Service (SaaS) in management positions (min 5 years)
  </li>
  <li>
   Ability and/or willingness to work in a remote, non-routine and very complex work environment, involving the application of advanced technical/business skills
  </li>
  <li>
   Proven sales experience in channel environment
  </li>
  <li>
   Fluent in English and Arabic
   <br/>
   <br/>
   <br/>
  </li>
 </ul>
 <strong>
  What We Will Offer You
  <br/>
  <br/>
 </strong>
 <ul>
  <li>
   A competitive salary with exciting benefits
  </li>
  <li>
   Learning and development opportunities to advance your career
  </li>
  <li>
   An Employee Assistance Program to support your mental health
  </li>
  <li>
   Employee resource groups that champion our diverse communities
  </li>
  <li>
   Core benefits such as life insurance, and access to retirement planning
   <br/>
   <br/>
   <br/>
  </li>
 </ul>
 Career Level - IC3
 <br/>
 <br/>
 <strong>
  Qualifications
  <br/>
  <br/>
 </strong>
 Career Level - IC3
 <br/>
 <br/>
 <strong>
  About Us
  <br/>
  <br/>
 </strong>
 As a world leader in cloud solutions, Oracle uses tomorrow&rsquo;s technology to tackle today&rsquo;s challenges. We&rsquo;ve partnered with industry-leaders in almost every sector&mdash;and continue to thrive after 40+ years of change by operating with integrity.
 <br/>
 <br/>
 We know that true innovation starts when everyone is empowered to contribute. That&rsquo;s why we&rsquo;re committed to growing an inclusive workforce that promotes opportunities for all.
 <br/>
 <br/>
 Oracle careers open the door to global opportunities where work-life balance flourishes. We offer competitive benefits based on parity and consistency and support our people with flexible medical, life insurance, and retirement options. We also encourage employees to give back to their communities through our volunteer programs.
 <br/>
 <br/>
 We&rsquo;re committed to including people with disabilities at all stages of the employment process. If you require accessibility assistance or accommodation for a disability at any point, let us know by emailing accommodation-request_mb@oracle.com or by calling +1 888 404 2494 in the United States.
 <br/>
 <br/>
 Oracle is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans&rsquo; status, or any other characteristic protected by law. Oracle will consider for employment qualified applicants with arrest and conviction records pursuant to applicable law.
</div>


Applications Partner Sales Account Executive, Mid-Market

gulf power marine

<p>We are hiring for SALES EXECUTIVE (OIL &amp; GAS &amp; MARINE SECTOR)!</p><p>We are open to hiring global talent.</p><p>Purpose of the job:</p><p>Assist Senior Sales Executive.</p><p>Qualifications and Experience &amp; Skills requirement</p><p>&middot; High School Graduate or College Graduate.</p><p>&middot; 1 Year Experience as Sales Clerical work / Customer Service Experience.</p><p>&middot; Good Command in English language; excellent command (Verbal / Writing and Reading).</p><p>&middot; Good knowledge in computer basic operations.</p><p>&middot; Strong personality with a good appearance.</p><p>&middot; Has typing speed of no less than 20 words per minute.</p><p>Duties and Responsibilities</p><p>1. Process client(s) daily inquiry.</p><p>2. Establish the daily/weekly work plan.</p><p>3. Prepare sales offer and submit to the client(s).</p><p>4. Contact client(s) for sales offer follow up.</p><p>5. Contact approve vendor for quotation request.</p><p>6. Respond to and follow up sales enquiries using appropriate methods.</p><p>7. Assess scope of enquiries from customers.</p><p>8. Processing of client&rsquo;s orders.</p><p>9. Coordinate with warehouse department for stock item availability.</p><p>10. Build rapport with customers and provide them with genuine guidance and support.</p><p>11. Provide full support to Senior Sales Executive daily work routine in the office.</p><p>How to Apply:</p><p>If you believe you have the skills and enthusiasm to grow in this field, please send your CV to career@gulfpowermarine.com</p><p>with &ldquo;SALES EXECUTIVE&rdquo; in the subject line.</p><p>Job Type: Full-time</p>

Graphic and Interior Designer

<p>Job title: Retail Sales Executive</p><p>Job Summary:</p><p>The Retail Sales Executive is responsible for promoting and selling Astoh&rsquo;s premium porcelain and quartz surfaces to kitchen cabinet showrooms, ensuring our products are well-represented, specified, and chosen as the preferred countertop and surface solution for end customers.</p><p>Qualifications and experience:</p><p>Bachelor&rsquo;s degree in business, Marketing, or a related field&middot;</p><p>2&ndash;4 years of sales experience in kitchen cabinet, countertop, or building materials retail sales&middot;</p><ul><li>Experience dealing with kitchen cabinet showrooms is highly preferred.</li><li>Strong communication and relationship-building skills.</li><li>Basic understanding of kitchen design and surface material applications.</li><li>Excellent communication skills in Arabic.</li><li>Valid driving license and ability to travel between showrooms.</li></ul><p>Duties and Responsibilities:</p><p>-Visit kitchen cabinet showrooms regularly to promote Astoh&rsquo;s product range.</p><p>-Build and maintain strong relationships with showroom owners, sales teams, and decision-makers.</p><p>-Follow up on leads generated through showroom referrals and convert them into sales. -Ensure Astoh samples, catalogues, and displays are updated and well-presented in partner showrooms.</p><p>-Prepare quotations for showroom-referred customers Coordinate with the fabrication team to ensure accurate measurements, timely production, and delivery.</p><p>-Track project progress from order to installation and ensure customer satisfaction</p><p>- Provide regular reports on sales performance, showroom visits, and potential opportunities. -Monitor competitor products and pricing in the retail market.</p><p>How to Apply:</p><p>If you believe you have the skills and enthusiasm to grow in this field, please send your CV to career@gulfpowermarine.com with &ldquo;Retail Sales Executive&rdquo; in the subject line.</p><p>About Astoh: https://lnkd.in/dCXHTC7D</p><p>Job Type: Full-time</p><p>Pay: &#65020;6,000.00 - &#65020;8,000.00 per month</p><p>Application Deadline: 15/07/2025</p>

Retail Sales Executive (Kitchens Experience)

Explore 140+ Executive sales in Al Khobar this September. Find roles across top companies and apply now to boost your career.