Oakwood ControlsSales / Business Development Professional Oakwood ControlsSales / Business Development ProfessionalYork, PAFull timeThis individual will lead proactive business development efforts while managing the full sales lifecycle, building strong customer relationships, and delivering consultative, technically informed solutions that support long-term customer success. Serving military customers across the United States and allied nations, Oakwood Controls designs precision systems that empower and equip the elite fighting forces who protect the nation.
JobotAudit Manager - Public Accounting JobotAudit Manager - Public AccountingEast Berlin, PA$120,000–$180,000 / yearInformation collected and processed as part of your Jobot candidate profile, and any job applications, resumes, or other information you choose to submit is subject to Jobot's Privacy Policy, as well as the Jobot California Worker Privacy Notice and Jobot Notice Regarding Automated Employment Decision Tools which are available at jobot.com/legal. We tap into a wide range of services — tax, accounting, data analytics, operations, human capital management, technology, wealth management and more — to deliver solutions that take you and your organization to the next level, however you define it.
JobotDefense Market Manager JobotDefense Market ManagerYork, PARemote$130,000–$150,000 / yearInformation collected and processed as part of your Jobot candidate profile, and any job applications, resumes, or other information you choose to submit is subject to Jobot's Privacy Policy, as well as the Jobot California Worker Privacy Notice and Jobot Notice Regarding Automated Employment Decision Tools which are available at jobot.com/legal. We are a global manufacturer of highly engineered fluid power, motion control, filtration, cooling, and hydraulic systems sold into OEMs, industrial manufacturers, and specialized end markets worldwide.
Lane Enterprises IncNewBusiness Sales Representative Lane Enterprises IncBusiness Sales RepresentativeCarlisle, PA$68,000–$85,000 / yearAs a Business Development and Sales Representative – Powder Coatings Division, you will play a critical role in the growth of our business by developing and executing business strategies while also driving sales efforts. You will be responsible for promoting our powder coating services to potential clients, building relationships with customers, and delivering exceptional service to ensure customer satisfaction.
Cox AutomotiveNewTerritory Sales Manager (Autotrader) Cox AutomotiveTerritory Sales Manager (Autotrader)Harrisburg, PA$86,300–$129,500Expand relationships with multiple decision makers at dealer clients to maximize revenue & minimize cancellations; Work closely with assigned dealers to provide a data-driven consultative assessment of their operational challenges and needs; own, deepen and continually build the relationship with their dealers. You will present creative solutions to help dealers reach their business objectives, provide insights to automotive dealers regarding key business challenges, and collaborate across Cox Auto sales teams to drive quality referrals.
Sunbelt RentalsBranch Manager - Power & HVAC Sunbelt RentalsBranch Manager - Power & HVACEnola, PA$70,000–$110,000 / yearRelated experience may include: Operations Manager, Sales Manager, Director of Sales, Director of Operations, District Manager, Rental Manager, Store Manager, Business Development Manager. The Sunbelt Rentals branch manager is titled "Profit Center Manager" because the role is responsible for the overall direction, coordination, and evaluation of the rental center business unit.
Dollar GeneralRETAIL DISTRICT MANAGER UNASSIGNED in HARRISBURG, PA Dollar GeneralRETAIL DISTRICT MANAGER UNASSIGNED in HARRISBURG, PAHarrisburg, PAIdentify and develop new business opportunities within operational area (i.e., distribution flow improvements, merchandising display efforts, store growth and real estate site selection, recruiting strategy, training and development priorities, employee Relations, customer service, systems implementation, etc.). Every day.® by offering products that are frequently used and replenished, such as food, snacks, health and beauty aids, cleaning supplies, basic apparel, housewares and seasonal items at everyday low prices in convenient neighborhood locations.
UlineTerritory Sales Manager UlineTerritory Sales ManagerYork, PA$80,000–$120,000 / yearFull timeUline, a name millions of businesses across North America know and trust, is looking for an experienced Territory Sales Manager to build our growing York, Pennsylvania market. Uline, a family-owned company, is North America’s leading distributor of shipping, industrial, and packaging materials with over 9,800 employees across 14 locations and 17 sales offices.
UlineSales Account Manager UlineSales Account ManagerYork, PA$80,000–$120,000 / yearFull timeUline, a name millions of businesses across North America know and trust, is looking for an experienced Sales Account Manager to build our growing York, Pennsylvania market. Uline, a family-owned company, is North America’s leading distributor of shipping, industrial, and packaging materials with over 9,800 employees across 14 locations and 17 sales offices.
Elwood StaffingBusiness Development Manager Elwood StaffingBusiness Development ManagerLebanon, PAIdentify leads, qualify prospective business, create proposals, present to clients, and create new sustainable business partnerships. Actively drive negotiations, close, and onboard new accounts while working with a service team to provide service delivery.
Frontline Road SafetyRegional Business Development Manager Frontline Road SafetyRegional Business Development ManagerMechanicsburg, PAAt Skidabrader, a recently acquired company with 30 years of experience, we utilize our world-class, proprietary pavement texturing equipment to improve the safety and skid resistance of North America’s highways, bridges, and airport runways. We are also the leading technology in the world to remove ghost striping scaring from alternative technologies to provide clear visual aspects for automation assisted vehicles.
i-PRO Americas IncBusiness Development Manager, Security - North East (NE3&NE4) i-PRO Americas IncBusiness Development Manager, Security - North East (NE3&NE4)Harrisburg, PAPart timeThe Business Development Manager (BDM)- K-12 is responsible for driving top of funnel growth by identifying, influencing, and developing net new end user opportunities within key vertical markets across an assigned region. While the BDM does not own the integrator channel or carry a reseller revenue quota, the role is directly accountable for closed revenue from named accounts, net new opportunity generation, and successful specification influence.
Ledge Inc.Business Development Manager Ledge Inc.Business Development ManagerSpring Grove, PAFull timeThe Business Development Manager will be responsible for generating new business, qualifying inbound opportunities, developing relationships across the MEP and manufacturing ecosystem, and helping close new work across both Ledge’s consulting services and AI offerings. We also help teams adopt AI in ways that are secure, measurable, and useful — moving from “AI curiosity” to repeatable workflows that save time, improve consistency, and support better decision-making.
LedgeBusiness Development Manager LedgeBusiness Development ManagerSpring Grove, Pennsylvania$90,000–$125,000 / yearThe Business Development Manager will be responsible for generating new business, qualifying inbound opportunities, developing relationships across the MEP and manufacturing ecosystem, and helping close new work across both Ledge’s consulting services and AI offerings. We also help teams adopt AI in ways that are secure, measurable, and useful — moving from “AI curiosity” to repeatable workflows that save time, improve consistency, and support better decision-making.
Select Medical CorpBusiness Development Manager Central PA Select Medical CorpBusiness Development Manager Central PALititz, PAThis position is responsible for educating physicians and patients about our physical therapy and specialty services, and ultimately generating referrals to increase overall patient volume. If you are motivated by the challenge and excitement of healthcare sales and are enthusiastic about helping people improve their quality of life through discovering the power of physical therapy, this is the job for you!
EmployBridge LLCBusiness Development Manager EmployBridge LLCBusiness Development ManagerLancaster, PAYour Opportunity: Targeting high quality leads and leveraging existing partnerships to build a robust prospect funnel Conduct pre-call research and planning to gain insights into customer needs and priorities Building relationships at multiple levels with potential clients via phone, email, social media and face-to-face meetings Engaging with decision makers at all levels (including executives) of an organization during the buying process Providing consultative account management, post-sales support, and consistent follow-up Meets or exceeds weekly goals to bring in new accounts through innovative methods i.e. Lead Gen, Vidyard, Zoom, LinkedIn, etc. At EmployBridge, we operate an entire family of specialty staffing companies that include: ResourceMFG, Select Staffing, ProLogistix, Hire Dynamics, ProDrivers, RemX Specialty Staffing, Westaff, and Remedy Intelligent Staffing.
Select Physical TherapyBusiness Development Manager - Central PA Select Physical TherapyBusiness Development Manager - Central PAMechanicsburg, PennsylvaniaThis position is responsible for educating physicians and patients about our physical therapy and specialty services, and ultimately generating referrals to increase overall patient volume. If you are motivated by the challenge and excitement of healthcare sales and are enthusiastic about helping people improve their quality of life through discovering the power of physical therapy, this is the job for you!
UPSBusiness Development Account Manager - Lancaster, PA UPSBusiness Development Account Manager - Lancaster, PAEAST PETERSBURG, PADemonstrates comprehensive understanding of product components, design, features and benefits when communicating product features or design and tailoring the message to meet customer needs. Work closely with cross-functional teams, including marketing, product development, and customer support, to ensure a seamless client experience.
EquiStaffEquine Sales & Business Development - Northeast USA EquiStaffEquine Sales & Business Development - Northeast USAHarrisburg, PAJob Duties- Prospect, Contact, and Secure new business through all sales channels possible (cold-calling, email outreach, face-to-face interactions, tradeshows, etc)- Promote continued engagement with existing clientele through customer service and new product promotions- Maintain strong relationships with new and existing clientele, including routine feedback on product success- Source opportunities for brand promotion within the local community (events, tradeshows, sponsorships, etc)- Develop and maintain accurate records and sales pipeline within the company's CRM software- Keep a finger on the pulse of the local markets to identify opportunities for sales and promotions with maximum ROI- Collaborate with Marketing team to grow the brand and secure new clientele - Generate regular sales reporting and forecasting for leadership review- Identify and report areas of improvement based on data and customer feedback on products. Job Requirements- Minimum 3 years proven sales or business development experience - Preferably in the Equine Industry- Strong network of prospective clients in the local Equine community- Exceptional communication and organization skills- Willing to work in a target-driven, fast paced sales environment both independently and as a team- Capacity for understanding and relaying advanced scientific product details to clientele- Drive to grow a small brand within the US markets- Ability to travel as needed (primarily local, occasional overnight travel may be required).
American Family Care Camp HillBusiness Development Manager American Family Care Camp HillBusiness Development ManagerCamp hill, Pennsylvaniamagazine as one of the fastest-growing companies in the U.S., AFC's stated mission is to provide the best healthcare possible, in a kind and caring environment, while respecting the rights of all patients, in an economical manner, at times and locations convenient to the patient. Today, with more than 250 clinics and 800 in-network physicians caring for over 6 million patients a year, AFC is the nation's leading provider of urgent care, accessible primary care, and occupational medicine.
AmeriBest Home Care, LLCBusiness Development Representative AmeriBest Home Care, LLCBusiness Development RepresentativeHarrisburg, PAOVERVIEW: Reporting to the Business Development Manager, the Business Development Associate will drive growth by engaging former and potential clients and building relationships with referral sources. Strong computer proficiency including Microsoft Office and Excel, general accounting software, and knowledge of one or more major web-based home health database software program.
S&T BankBusiness Development Officer -Community Banking Manager S&T BankBusiness Development Officer -Community Banking ManagerCamp Hill, PA$65,000–$161,700 / yearHowever, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. Function: Assumes responsibility for the Business Development and Prospecting of Customers of high net worth branches with Complex Business Customers and Business Products and Services management and operation in an effective and profitable manner.
Haller EnterprisesBusiness Development Representative Haller EnterprisesBusiness Development RepresentativeHarrisburg, PA$65,000–$75,000 / yearThis is an ideal opportunity for someone who is experienced in exceeding sales targets, identifying and securing new business opportunities within the commercial HVAC, plumbing, and electrical sectors, and loves providing outstanding customer service while focusing on doing quality work. The Business Development Representative role is based in the Harrisburg and York, PA area and is a part of our Commercial Sales Group.
1-Tom-Plumber JohnstownBusiness Development (Outside Sales) 1-Tom-Plumber JohnstownBusiness Development (Outside Sales)Harrisburg, PA1-Tom-Plumber is a fast-growing plumbing and emergency service company specializing in drain cleaning, sewer repair, and commercial plumbing services. If you’re a hunter who thrives on cold calling, building relationships, and closing deals, this is a high-income opportunity in a recession-resistant industry.
Wohlsen ConstructionDirector of Business Development Wohlsen ConstructionDirector of Business DevelopmentLancaster, PennsylvaniaThis policy relates to all phases of employment, including, but not limited to, recruiting, employment, placement, promotion, transfer, demotion, reduction of workforce and termination, rates of pay or other forms of compensation, selection for training, the use of all facilities, and participation in all company-sponsored employee activities. In this position, employee occasionally (0-33%) must be able to bend at waist, squat the knees, climb (including ladders), reach above shoulders, kneel, crawl, use feet (foot controls), and/or work at heights above 6 feet.
Stantec IncBusiness Development; Army Client Lead, Stantec GS Stantec IncBusiness Development; Army Client Lead, Stantec GSNew Cumberland, PAAs Stantec GS' Army/USACE Client Working Group Lead you will be supported by and directly work with the Stantec GS company leadership, collaborate with business line leadership and other US Federal Client Working Group Leads, and lead teams in the pursuit and execution of major Army/USACE contracts and programs. From planning through design, construction and realignment to addressing environmental concerns and community partnering, Stantec has the skills, capacity and desire to be a valuable partner to the Army We seek an entrepreneurial individual with the desire and ability to serve the Army/USACE community, develop and implement strategies, execute major programs and build a team.
Ryder System IncDirector Business Development Ryder System IncDirector Business DevelopmentHarrisburg, PAA successful DBD will coordinate the complete sales cycle process including lead generation, prospect qualification, and leading the cross-functional pursuit team by providing clear direction on deal strategy, pricing, service value proposition, and presentation message and medium. The compensation offered to a candidate may be influenced by a variety of factors, including the candidates relevant experience, education, including relevant degrees or certifications, work location, market data, and internal equity, internal salary ranges, etc.
Ryder System IncDirector Business Development - Final Mile Ryder System IncDirector Business Development - Final MileHarrisburg, PAA successful DBD will coordinate the complete sales cycle process, including lead generation, prospect qualification, and leading the cross-functional pursuit team by providing clear direction on deal strategy, pricing, service value proposition, and presentation message and medium. The compensation offered to a candidate may be influenced by a variety of factors, including the candidates relevant experience, education, including relevant degrees or certifications, work location, market data, internal equity, internal salary ranges, etc.
AHF, LLCResearch & Business Development Scientist AHF, LLCResearch & Business Development ScientistMountville, PAOur residential flooring brands include Bruce, Armstrong Flooring, Hartco, Robbins, LM Flooring , Capella, HomerWood, Hearthwood, Raintree, Autograph, Emily Morrow Home, tmbr, Crossville, and Crossville Studios. With decades of experience in award-winning flooring design, product development, manufacturing, and service, we create quality flooring to last for generations through inspiring designs, innovation, and a deep commitment to outstanding customer service.
SitelogIQNewDirector of Business Development SitelogIQDirector of Business DevelopmentHarrisburg, PennsylvaniaWe partner with clients in K-12, higher ed, government, healthcare, multifamily housing, and industry to optimize energy efficiency, improve indoor air quality, address lighting, and improve the customer experience. You will work closely with the Vice President of Business Development in the leadership of the Business Developers including their training and sales mentorship programs.
David M. Maines & AssociatesBusiness Development Rep - Commercial Roofing David M. Maines & AssociatesBusiness Development Rep - Commercial RoofingHarrisburg, PAThis role focuses on reroof and service sales, requiring a professional who can build lasting relationships with commercial clients, work closely with estimating and operations, and sell on value while protecting margins. The Business Development Representative is responsible for generating new commercial roofing opportunities, managing a consistent sales pipeline, and closing deals that support DMA's growth goals.
City of Harrisburg, PAProject Director for Business Development/LERTA Administrator City of Harrisburg, PAProject Director for Business Development/LERTA AdministratorHarrisburg, PA$65,000–$67,780 / yearWork involves the use of various machines such as computers, scanner, printer, copy machine, fax machine, telephone, video cameras, audio recorders, digital camera, and other technological devices as necessary or required. Work involves but is not limited to the following: Assists in the development of strategies to address needs of existing businesses, including job retention and growth, expansion needs, and site location issues.
Cowan Systems, LLCNew Business Development Director Cowan Systems, LLCNew Business Development DirectorMechanicsburg, PA$85,000–$90,000 / yearThey establish credibility with their customers by developing a deep understanding of their business issues and subsequently presenting solutions that meet or exceed their customers expectation while delivering business value to Cowan. The Business Development Director guides cross-functional and multi-level teams to develop solutions to potential prospects, including collaborating and introducing the prospects to other Cowan service offerings.
The RealReal IncBusiness Development Representative - Tuesday through Saturday or Sunday through Thursday The RealReal IncBusiness Development Representative - Tuesday through Saturday or Sunday through ThursdayHarrisburg, PAAs a sustainable company, we give new life to pieces by thousands of brands across numerous categories-including women's and men's fashion, fine jewelry and watches, art, and home-in support of the circular economy. To determine starting pay we carefully consider a variety of factors, including primary work location and an evaluation of a candidate's skills, experience, market demands, and internal parity.
XPO IncLocal Business Development Executive, Entry Level Sales XPO IncLocal Business Development Executive, Entry Level SalesManheim, PAAlign with and become part of your local service center, ensuring local service centers are aligned to your customer acquisition and growth strategy as you prospect new business in the local area. Successful Local Business Development Executives are expected to progress to a Local Account Executive role, which requires a valid driver's license and satisfactory driving record.
Sinclair IncSales and Marketing Specialist - Business Development Sinclair IncSales and Marketing Specialist - Business DevelopmentHarrisburg, PAThe Company owns, operates, and/or provides services to 178 television stations in 81 markets affiliated with all major broadcast networks; owns Tennis Channel, the premium destination for tennis enthusiasts; multicast networks CHARGE, Comet, ROAR, and The Nest. By identifying new opportunities, building strong client relationships, and delivering impactful solutions, youll showcase how our multi-media content platforms and digital assets can drive meaningful results for our partners.
Cowan Systems and Cowan ManagementNew Business Development Director Cowan Systems and Cowan ManagementNew Business Development DirectorMechanicsburg, PA$85,000–$90,000 / yearThey establish credibility with their customers by developing a deep understanding of their business issues and subsequently presenting solutions that meet or exceed their customers expectation while delivering business value to Cowan. The Business Development Director guides cross-functional and multi-level teams to develop solutions to potential prospects, including collaborating and introducing the prospects to other Cowan service offerings.
Deloitte Touche Tohmatsu LtdSpecialist Lead, Business Development Intelligence and Enablement Deloitte Touche Tohmatsu LtdSpecialist Lead, Business Development Intelligence and EnablementMechanicsburg, PA$88,600–$163,100 / yearJoin a team at the forefront of AI‑powered pursuit modernization - directly shaping how sellers and pursuit teams plan, execute, and scale high‑quality pursuits through automation, trusted data, and platform‑embedded workflows. The wage range for this role takes into account the wide range of factors that are considered in making compensation decisions including but not limited to skill sets; experience and training; licensure and certifications; and other business and organizational needs.
Kelso IndustriesBusiness Development Sales Representative Kelso IndustriesBusiness Development Sales RepresentativeLancaster, PAThis individual will focus on developing new customer relationships, identifying commercial HVAC opportunities, and expanding Frey Lutz's presence throughout Southeastern Pennsylvania and Delaware. The ideal candidate is a self-starter with strong communication skills, a passion for relationship-building, and the ability to connect customer needs with practical mechanical solutions.
Frey LutzBusiness Development Sales Representative Frey LutzBusiness Development Sales RepresentativeLancaster, PAWe are actively building the nation's preferred technical service partnership for commercial MEP+ ecosystems, empowering industrial, commercial, and institutional clients—including Fortune 500 companies and other industry leaders across the United States—with reliable, innovative service. This individual will focus on developing new customer relationships, identifying commercial HVAC opportunities, and expanding Frey Lutz's presence throughout Southeastern Pennsylvania and Delaware.
Trinity Subsurface LLCBusiness Development Representative - Maryland, DC, Virginia Trinity Subsurface LLCBusiness Development Representative - Maryland, DC, VirginiaMaryland, PAWe hire humble, hungry, and smart teammates with a passion for giving their best in all that. Work closely with the Sales & Marketing Director, who is pretty awesome, to report progress.
IBG PartnersEntry Level Business Development IBG PartnersEntry Level Business DevelopmentHarrisburg, PennsylvaniaYou want tomake a great income while also making a positive impactthrough your work. If you're a self-starter looking for a career where you control your success and have the opportunity to help others in meaningful ways, we want to talk to you!
Baker DistributingBusiness Development Representative Baker DistributingBusiness Development RepresentativeHarrisburg, PennsylvaniaAttend, when necessary, training classes to acquire the skills to meet our customers’ needs and expectations and to keep abreast with technical developments and changes in product lines. Responsible for driving profitable sales growth by developing, maintaining and advancing accounts by regularly contacting customers.
Ryder System IncSenior Leadership Development Business Partner -REMOTE Ryder System IncSenior Leadership Development Business Partner -REMOTEHarrisburg, PARemoteThe Senior Leadership Development Business Partner is a senior individual contributor within the Talent Management Group, responsible for delivering high impact leadership development experiences for executive and senior‑level leaders alongside their human resource partners and the Talent Management team. Compensation Information : The compensation offered to a candidate may be influenced by a variety of factors, including the candidate's relevant experience; education, including relevant degrees or certifications; work location; market data/ranges; internal equity; internal salary ranges; etc.
Worldwide Clinical Trials Holdings IncInside Sales Development Account Manager Worldwide Clinical Trials Holdings IncInside Sales Development Account ManagerHarrisburg, PA$50,500–$100,000 / yearYou must be comfortable engaging prospective clients using various methods (i.e., calls, emails, and social), working with your Business Development and Marketing partners, generating interest and qualifying prospects and opportunities before hand-off to business development.*. Leverage Social Selling techniques and tools to reach clients through digital channels, sharing information including Worldwide's services, web conferences, industry meetings, SME news, etc.
ABARTA Coca-Cola BeveragesMarket Development Manager ABARTA Coca-Cola BeveragesMarket Development ManagerLemoyne, PennsylvaniaEmployment with ABARTA Coca-Cola Beverages, LLC is contingent on a pre-employment background check which may include drug screening, driving records (including minor moving violations) and will be evaluated according to ABARTA Coca-Cola Beverages, LLC guidelines to determine eligibility for this position. We are a workplace that encourages sharing ideas in a supportive environment, growing professionally, maintaining a healthy work/life balance, and interacting with all levels of the organization.
The Hershey CoManager, Ingredient Technology Development The Hershey CoManager, Ingredient Technology DevelopmentHershey, PAThe Manager will partner with senior management on strategic direction for key technology programs, working closely with business partners in Product Development, Marketing, Manufacturing, Engineering, and Quality to insure programs are aligned with stakeholders and meet business needs. Job Location: Hershey, PA Summary: The Global Science and Technology Team within R&D is responsible for scouting and developing new technologies for ingredients, products, and processes from upstream research through validation at the commercial scale.
Carrier CorporationRegional Business Manager, Northeast Carrier CorporationRegional Business Manager, NortheastHarrisburg, PA$96,000–$192,000 / yearThrough cutting-edge advancements in climate solutions such as temperature control, air quality and transportation, we improve lives, empower critical industries and ensure safe transport of food, lifesaving medicines and more. Time off and Leave: Paid vacation days, up to 15 days; paid sick days, up to 5 days; paid personal leave, up to 5 days; paid holidays, up to 13 days; birth and adoption leave; parental leave; family and medical leave; bereavement leave; jury duty leave; military leave; purchased vacation.
KCI Technologies Inc.Senior Project Manager – Land Development KCI Technologies Inc.Senior Project Manager – Land DevelopmentHarrisburg, PennsylvaniaThis role is ideal for a licensed professional who thrives in a leadership position—managing complex projects, mentoring teams, navigating regulatory processes, and helping grow a well-established and collaborative practice. As a senior leader within our Land Development group, you’ll be responsible for the successful delivery of complex site development projects while serving as a mentor to staff and a strategic partner to practice leadership.
UGI CorpEngineer III/Sr - New Business Engineering UGI CorpEngineer III/Sr - New Business EngineeringMiddletown, PAPlan, design and estimate natural gas mains, services, meters, and regulators to UGI system specifications for all new business facilities and especially projects with large or complex scope in a timely and efficient manner, reducing the cost to serve by applying least cost and continuous improvement methods for work throughout the assigned design region. This position will be responsible for completing high-level business development engineering work, primarily involving new and existing distribution systems and facilities, designing potential additions and modifications to the distribution system utilizing budgeted and allocated resources in an effective, efficient, and professional manner and in compliance with applicable Codes and Company policies and goals.