Senior Account Manager - Commercial Lines Insurance Office of AmericaSenior Account Manager - Commercial LinesGrand Rapids, MIRemote$80,000–$95,000 / yearFull timePlease note: If this position is posted as either fully remote and/or hybrid, in accordance with company policy, individuals residing within a 50-mile radius of a branch location may be required to work onsite in a hybrid capacity as there may be occasions when on-site presence is necessary to meet specific business needs. Coordinate day-to-day administrative and customer service activities, resolving complex issues, and ensuring no errors or omissions.
Customer Account Manager, Grocery IncpgCustomer Account Manager, GroceryGrand Rapids, MichiganWork as leader of cross-functional teams to ensure dedication to customer support in order to maintain quality service, develop unique trade marketing opportunities, engage category management resources and maintain high product service levels in line with customer expectations. Leverage syndicated data sources (Nielsen/IRI) in tandem with both Corporate and Broker Category Management resources to provide insight during customer specific category review processes to include category strategy development, full category reviews, assortment, pricing, promotion and shelving tactics.
Personal Lines Account Manager Hub International InsurancePersonal Lines Account ManagerGrand Rapids, MichiganHUB is one of the largest global insurance and employee benefits brokers,providinga broad array of property, casualty, risk management, life and health, employee benefits, investment and wealth management products and services. With over19,000 employeesin over 500 offices throughout North America, HUB hasgrown substantially, inpart due to ourindustryleading success in mergers and acquisitions.
Personal Lines Account Manager Hub InternationalPersonal Lines Account ManagerGrand Rapids, MIHUB is one of the largest global insurance and employee benefits brokers, providing a broad array of property, casualty, risk management, life and health, employee benefits, investment and wealth management products and services. With over 19,000 employees in over 500 offices throughout North America, HUB has grown substantially, in part due to our industry leading success in mergers and acquisitions.
Commercial Lines Transportation Account Manager Hub International LtdCommercial Lines Transportation Account ManagerGrand Rapids, MIAs a Middle Market Commercial Account Manager, you'll take ownership of a $500K+ book of business, serving as a trusted advisor and primary point of contact for a portfolio of diverse commercial accounts. HUB is one of the largest global insurance and employee benefits brokers, providing a broad array of property, casualty, risk management, life and health, employee benefits, investment and wealth management products and services.
Account Manager - Grand Rapids Michigan Ryerson Inc.Account Manager - Grand Rapids MichiganMIQuickly builds strong relationships with contacts at all levels across a variety of functions within customer organizations but especially with purchasing decision makers; develops customer trust and confidence in Central Steel and its representatives. As an Outside Account Manager with Central Steel & Wire, you will play a pivotal role in maintaining and expanding our transactional business with both current and past customers within your designated marketplace.
Commercial Lines Account Manager (Hybrid) iMPact Business Group, Inc.Commercial Lines Account Manager (Hybrid)Grand Rapids, MIThis proactive and strategic role supports business development efforts in partnership with the Producer, ensuring exceptional client service, negotiating coverage terms, and maintaining strong carrier relationships. Our customer is seeking a result-driven Commercial Lines Account Manager that plays a crucial role in managing commercial client relationships with a focus on retention and renewal.
Territory Account Manager EquipmentShareTerritory Account ManagerGrand Rapids, MI$150,000–$600,000 / yearHeavy Construction Equipment or Industry knowledge (rental or construction) with experience in B2B is sales preferred, but not required (if you’re a born salesperson, we’ll train you on what you need to know and how to win more business). We’re hiring a Territory Account Manager at our rental facility in Grand Rapids, MI , and we’re looking for someone who’s ready to grow with us, bring energy and drive to their work, and help us build the future of construction.
Territory Account Manager Pump, Power & HVAC EquipmentShare.com IncTerritory Account Manager Pump, Power & HVACGrand Rapids, MI$150,000–$600,000 / yearPump, Power & HVAC (power generation, fluid solutions, heating & cooling solutions) Equipment or Industry knowledge (rental or construction) with experience in B2B is sales preferred, but not required (if you're a born salesperson, we'll train you on what you need to know and how to win more business). We're hiring a Territory Account Manager at our Advanced Solutions rental facility in Grand Rapids, MI, and we're looking for someone who's ready to grow with us, bring energy and drive to their work, and help us build the future of construction.
Territory Account Manager EquipmentShare.com IncTerritory Account ManagerGrand Rapids, MI$150,000–$600,000 / yearHeavy Construction Equipment or Industry knowledge (rental or construction) with experience in B2B is sales preferred, but not required (if you're a born salesperson, we'll train you on what you need to know and how to win more business). We're hiring a Territory Account Manager at our rental facility in Grand Rapids, MI, and we're looking for someone who's ready to grow with us, bring energy and drive to their work, and help us build the future of construction.
Personal Lines Account Manager Lake Michigan Credit UnionPersonal Lines Account ManagerGrand Rapids, MIAbout this position: Lake Michigan Insurance Agency (LMIA), owned by Lake Michigan Credit Union, is seeking a knowledgeable and customer-focused Personal Lines Account Manager to join our growing team. In this role, you will serve as a trusted resource for clients by providing exceptional service, managing personal insurance accounts, and building lasting relationships through responsive support and insurance expertise.
Account Manager - Employee Benefits Alera GroupAccount Manager - Employee BenefitsGrand Rapids, MichiganAs a key member of the client team, you will partner closely with Account Executives and Team Leads to support both new and existing business while helping clients navigate their employee benefits programs with confidence. This role is ideal for a client-focused professional who thrives in a collaborative environment and enjoys managing relationships, supporting renewal strategy, and delivering exceptional service to clients.
Commercial Account Manager Middle Market Alera GroupCommercial Account Manager Middle MarketGrand Rapids, MichiganWe are seeking an Account Manager to support middle-market commercial insurance clients by managing renewals, proposals, client relationships, and ongoing service delivery. What You'll Do / Your ImpactClient Partnership & Risk StrategyManage renewal and proposal processes for new and existing middle-market commercial clients.
Strategic Account Manager Nexstar Media Group IncStrategic Account ManagerGrand Rapids, MIAssist management with aspects of the digital sales operation including, but not limited to: Training, Digital Sales Materials, Campaign pacing, Campaign Coordination, Campaign Performance Metrics, Communication with both internal and external teams. If you enjoy selling and implementing digital strategies, keeping up with the latest digital trends and products, and working in a team environment with a highly energetic and motivated sales force, then WOOD TV is where you want to work!
Sales Account Manager BELFOR Holdings Inc.Sales Account ManagerMIAs a Sales account manager, you should work to satisfy customers needs and requests, respond to their queries in a timely manner, and aspire to deliver a positive customer experience. The statements herein are intended to describe the general nature and level of work being performed by employees and are not to be construed as an exhaustive list of responsibilities, duties, and skills required of personnel so classified.
Account Manager - Kendall Electric Kendall Electric, Inc.Account Manager - Kendall ElectricGrand Rapids, MICross-functional skills: Ability to work well cross-functionally; provides excellent internal and external customer service; experience working in a sales department; self-motivated to learn new technologies and accomplish tasks when due; effective presentation skills in both small and large group settings; honest, ethical. Organization Skills: Highly organized and detail-oriented; high abstract reasoning skills - solutions oriented; ability to multi-task and shift priorities as needed; ability to work in fast-paced, continuously evolving, and at times ambiguous environment.
Enterprise Account Manager Avi SystemsEnterprise Account ManagerMIWhat You Will be Doing: Identifying opportunities with new and existing customers within AV environments that include videoconferencing, meeting room spaces, enterprise technologies, digital signage and video editing/production. From classrooms to control centers, we design and deliver the systems that power smarter, more connected workplaces - and it all starts with the people who make them possible.
Account Manager II - Hybrid/Southfield or Grand Rapids, MI Aon PlcAccount Manager II - Hybrid/Southfield or Grand Rapids, MIGrand Rapids, MI$70,000–$85,000 / yearWhere applicable, serves as the primary point of contact with Aon Client Services (ACS), coordinating activities of the client service team and ACS to ensure that key processes assigned are performed efficiently and quality of client deliverables. In this role, you'll work closely with colleagues across geographies and solution lines, leveraging Aon's tools and deep expertise to deliver great outcomes for clients-while benefiting from a supportive environment that prioritizes continuous learning, career development, and personal wellbeing.
["Sales Account Manager","Sales Account Manager"] Volarify["Sales Account Manager","Sales Account Manager"]Byron CenterOur Client, a nationally recognized leader in disaster recovery and property restoration, is seeking a driven and relationship-focused Sales Account Manager to grow and manage commercial client partnerships. As a Sales Account Manager, you will be responsible for developing and managing long-term customer relationships while driving revenue growth across your assigned market.
Enterprise Account Manager AVIEnterprise Account ManagerByron Center, MIAssisting clients in improving efficiency and profitability by having a thorough grasp on company and partner's products and solutionsParticipating in a uniquely supportive team culture, one that presumes that every member of the team is here for the long haul. What You Will be Doing: Identifying opportunities with new and existing customers within AV environments that include videoconferencing, meeting room spaces, enterprise technologies, digital signage and video editing/production.
Account Manager Kitchen & Bath Kitchen Tune-Up Grand Rapids Forest HillsAccount Manager Kitchen & BathGrand Rapids, Michigan$45,000–$65,000 / yearKitchen Tune-Up® franchises are independently owned and operated businesses and if you accept a position with an Kitchen Tune-Up® franchisee, you are employed by that franchisee, and not by franchisor HFC KTU LLC, nor any of its parents or affiliates. Our 5 Core Services include our exclusive 1 Day Wood Restoration Tune-Up, Cabinet Re-Facing, Redooring, Cabinet Painting, and Custom Cabinets.
Strategic Account Manager Nexstar Media GroupStrategic Account ManagerGrand Rapids, MichiganAssist management with aspects of the digital sales operation including, but not limited to: Training, Digital Sales Materials, Campaign pacing, Campaign Coordination, Campaign Performance Metrics, Communication with both internal and external teams. If you enjoy selling and implementing digital strategies, keeping up with the latest digital trends and products, and working in a team environment with a highly energetic and motivated sales force, then WOOD TV is where you want to work!
Account Manager - Kendall Electric The Kendall GroupAccount Manager - Kendall ElectricGrand Rapids, MichiganCross-functional skills: Ability to work well cross-functionally; provides excellent internal and external customer service; experience working in a sales department; self-motivated to learn new technologies and accomplish tasks when due; effective presentation skills in both small and large group settings; honest, ethical. Organization Skills: Highly organized and detail-oriented; high abstract reasoning skills – solutions oriented; ability to multi-task and shift priorities as needed; ability to work in fast-paced, continuously evolving, and at times ambiguous environment.
Account Manager - State Farm Agent Team Member Al Shattuck - State Farm AgentAccount Manager - State Farm Agent Team MemberRockford, MIFull timeABOUT OUR AGENCY: Our agency brings more than 12 years of State Farm experience and a strong reputation for developing future agents — with a proven track record of helping team members open their own agencies. We offer quarterly bonus opportunities (think Lions games, cash, or something just for you), annual bonuses, team dinners, and quarterly bonding events like pool parties and fall festivities.
Commercial Account Manager Orkin LLCCommercial Account ManagerGrand Rapids, MI$70,000–$100,000 / yearAchieve sales goals through prospecting, networking, working assigned leads, and expanding accounts within your territory. Join a team that values safety, professionalism, empathy, integrity, and innovation to deliver the peace of mind only an Orkin Pro provides.
Account Manager Orkin LLCAccount ManagerSouth Haven, MI$70,000–$100,000 / yearAchieve sales goals through prospecting, networking, working assigned leads, and expanding accounts within your territory. Join a team that values safety, professionalism, empathy, integrity, and innovation to deliver the peace of mind only an Orkin Pro provides.
Account Manager - Western Michigan Region FictivAccount Manager - Western Michigan RegionGrand Rapids, MIThis role develops and executes account strategies, engages cross-functional stakeholders (engineering, purchasing, and leadership), and acts as a consultative partner to customers to optimize product adoption and solve application challenges. By integrating a vast catalog of components with a world-class digital manufacturing platform, MISUMI Americas empowers engineers and procurement teams to accelerate innovation across the entire product lifecycle.
Account Executive / Client Team Lead - Employee Benefits Alera GroupAccount Executive / Client Team Lead - Employee BenefitsGrand Rapids, MichiganWe're seeking a Account Executive / Client Team Lead who will make a meaningful impact by delivering proactive client service, thoughtful benefits strategy, and a high-touch experience for both clients and employees. At Alera Group, our Employee Benefits teams help organizations attract, retain, and engage their workforce through creative, compliant, and competitive benefits strategies.
["Territory Account Manager","Territory Account Manager"] EquipmentShare["Territory Account Manager","Territory Account Manager"]Grand Rapids$150,000–$600,000 / yearHeavy Construction Equipment or Industry knowledge (rental or construction) with experience in B2B is sales preferred, but not required (if you're a born salesperson, we'll train you on what you need to know and how to win more business). We're hiring a Territory Account Manager at our rental facility in Grand Rapids, MI, and we're looking for someone who's ready to grow with us, bring energy and drive to their work, and help us build the future of construction.
Senior Account Manager Alera GroupSenior Account ManagerGrand Rapids, MichiganWhat You'll Do / Your ImpactClient Partnership & Service ExcellenceManage and grow a designated book of large group employee benefits clients in partnership with Sales Executives and service teams. We're seeking a Senior Account Manager who will make a meaningful impact by delivering proactive client service, thoughtful benefits strategy, and a high-touch experience for both clients and employees.
["Sales Account Manager","Sales Account Manager"] BELFOR Group["Sales Account Manager","Sales Account Manager"]Byron CenterAs a Sales account manager, you should work to satisfy customers' needs and requests, respond to their queries in a timely manner and aspire to deliver a positive customer experience. The statements herein are intended to describe the general nature and level of work being performed by employees, and are not to be construed as an exhaustive list of responsibilities, duties and skills required of personnel so classified.
Business Manager, Own Brands DaymonBusiness Manager, Own BrandsGrand Rapids, MichiganFull timeEnsure execution of the Large Account Management Process framework to identify the most critical initiatives and relationships and work with the team to lay out short and long-term plans to achieve relationships at the appropriate level for the account or assigned category business unit. Regardless of any such estimate, schedule, or guideline, associates must always record all time worked for our company (which includes but is not limited to on-site work time in an assigned store, office, or other work location; required waiting time; administrative time; and work-related travel time).
Continuous Threat Exposure Management (CTEM) Manager Deloitte Touche Tohmatsu LtdContinuous Threat Exposure Management (CTEM) ManagerGrand Rapids, MI$124,700–$229,500 / yearBy combining program design, implementation, operations, and incident response capabilities with deep industry and mission knowledge, we help clients protect their most valuable assets, enable secure digital transformation, and respond quickly to an evolving threat landscape. 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.
Business Manager, Own Brands Daymon Worldwide IncBusiness Manager, Own BrandsGrand Rapids, MIEnsure execution of the Large Account Management Process framework to identify the most critical initiatives and relationships and work with the team to lay out short and long-term plans to achieve relationships at the appropriate level for the account or assigned category business unit. Regardless of any such estimate, schedule, or guideline, associates must always record all time worked for our company (which includes but is not limited to on-site work time in an assigned store, office, or other work location; required waiting time; administrative time; and work-related travel time).
NewShop Manager Community Automotive RepairShop ManagerGrand Rapids, MIFull timeYour role also includes managing the equipment, facility, and supplies, ensuring that our shop operates smoothly and is well-equipped to deliver top-quality automotive services. As a Shop Manager you can expect to join a team of the very best automotive team in the Greater Grand Rapids area.
Microsoft D365 F&O SCM Manager Deloitte Touche Tohmatsu LtdMicrosoft D365 F&O SCM ManagerGrand Rapids, MI$144,600–$265,100 / yearOur purpose comes through in our work with clients that enables impact and value in their organizations, as well as through our own investments, commitments, and actions across areas that help drive positive outcomes for our communities. 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.
Assistant General Manager BPS Direct LLCAssistant General ManagerGrandville, MIPOSITION SUMMARY: The Assistant General Manager (AGM) assists the GM with the management of store merchandising and store operations to ensure proper merchandise assortment, merchandise presentation, inventory control, customer service, financial efficiency, inventory control, customer service, leadership development, associate morale and other duties as assigned. Coordinates training, prepares / approves performance appraisals, recommends merit / promotional increases, prepares weekly work schedules, coaches and motivates associates to promote positive customer relations and a productive team-oriented work environment.
Product Manager - Product Engineering Deloitte Touche Tohmatsu LtdProduct Manager - Product EngineeringGrand Rapids, MI$102,500–$210,600 / yearThe 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. Our purpose comes through in our work with clients that enables impact and value in their organizations, as well as through our own investments, commitments, and actions across areas that help drive positive outcomes for our communities.
Treasury Support Assistant Manager Mercantile BankTreasury Support Assistant ManagerGrand Rapids, MIFull timeRequirements:An associate's degree OR equivalent job-related experienceThree or more years of Banking and/or Treasury Management experience required, with demonstrated knowledge of treasury products and online banking platformsAbility to work in an office environment and answer calls/respond to emails M-F 8:30am-5:30pmStrong customer service background with experience handling complex or escalated customer interactionsHigh aptitude for technology, including comfort learning new systems and supporting customers across devices such as iPhone, iPad, Android phone, and Android tabletProfessional demeanor with excellent verbal and written communication skillsDesired Skills:Leadership, supervisory, or mentoring experience preferred, with the ability to coach and support team performanceIf you think this position is a fit for you, apply now! Core ResponsibilitiesSupport the Treasury Support Manager in overseeing daily operations, supervising Treasury Support Specialists, and ensuring consistent, high quality customer service across all support channelsProvide hands on customer support while leading by example, managing escalated inquiries, and maintaining deep knowledge of Mercantile Bank's treasury products and servicesAssist with staff development through coaching, training, performance support, and onboarding, while helping create and maintain procedures, job aids, and departmental documentationAttend and facilitate in person customer appointments as needed to support client needs and enhance the overall customer experienceWhy Mercantile Bank?
Audit Manager BRICKLEY DELONG P.CAudit ManagerGrand Rapids, MIFull timeOur team members gain exposure to a wide variety of industries, clients, and service areas while having opportunities to grow into leadership roles, expand their technical knowledge, and make a meaningful impact both within the firm and throughout the West Michigan community. This role offers the opportunity to lead engagements, mentor team members, and work closely with clients across a wide variety of industries including business, construction, governmental, school districts, nonprofit organizations, and employee benefit plans.
NewCommissioning Project Manager Actalent IncCommissioning Project ManagerBelmont, MI$90,000–$125,000 / yearDemonstrate Leadership with client and customer project teams in executing new building systems (MEP & envelope) consulting services: services including design reviews, construction verification, and validation of performance, and optimization services, Demonstrate Leadership with client and customer project teams in executing existing building system (MEP & envelope) evaluation and optimization consulting services. Interpretation of technical specifications, equipment cutsheets & catalog data; Lead the utilization of Trace 700 economic analysis software (energy modeling); Demonstrates knowledge of Data Analytics software, interpretation of utility bills, utility rates structure, utility rebates and incentive programs; Proficiency in energy analysis of existing buildings.
Sales Manager Lodgco Hospitality LLCSales ManagerGrand Rapids, MIThe Canopy by Hilton, located in the heart of vibrant Downtown Grand Rapids, is currently seeking a talented and energetic Sales Manager to assist with the overall sales strategy for our unique full-service hotel. While performing the duties of this job, the employee is regularly required to verbally communicate, listen, stand for long periods of time, ability to walk, kneel, stoop, bend, and lift up to 50 pounds occasionally.
Cyber - Google Cloud Security - Manager Deloitte Touche Tohmatsu LtdCyber - Google Cloud Security - ManagerGrand Rapids, MI$134,500–$265,100 / yearArchitecting secure-by-default solutions across Google Cloud Platform services including Gemini AI, Gemini Enterprise Agent Platform, Model Garden, Model Armor, Google Kubernetes Engine, Cloud Data Loss Prevention, Key Management Service, and Security Command Center. Leading end-to-end delivery of Google Cloud Platform security engagements, overseeing on-site and offshore teams across security architecture, artificial intelligence and machine learning security, container security, data protection, monitoring, and secure delivery.
Cyber Manager - Technology Resilience Deloitte Touche Tohmatsu LtdCyber Manager - Technology ResilienceGrand Rapids, MI$134,500–$265,100 / yearIn this role, you will drive the design and delivery of resilience strategies across business, technology, and operational environments while guiding teams and advising senior stakeholders on continuity, recovery, and risk priorities. 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.
Cyber Manager - ASM Patching Engineer Deloitte Touche Tohmatsu LtdCyber Manager - ASM Patching EngineerGrand Rapids, MI$155,600–$306,800 / year7+ years of experience overseeing patching or remediation across Windows, Linux, middleware, endpoints, or applications using tools such as BigFix, Microsoft Endpoint Configuration Manager, Red Hat Satellite, Windows Server Update Services, Tenable, Rapid7, or Qualys. The Cyber Defense & Resilience team works with clients to design, implement, and operate programs that help protect critical assets, support digital transformation, and respond to evolving threats.
Cloud Security Senior Manager - Azure Infrastructure & AI Deloitte Touche Tohmatsu LtdCloud Security Senior Manager - Azure Infrastructure & AIGrand Rapids, MI$163,400–$322,100 / yearRequired: One of the following: 10+ years of experience in technical consulting, client problem solving, and architecting and designing security solutions with Microsoft Azure and AI security technologies, including Microsoft Entra ID, Active Directory, Microsoft Defender for Office 365, Microsoft Defender for Cloud, Microsoft Defender for Cloud Apps, Microsoft Defender for Endpoint, Microsoft Purview, Microsoft Sentinel, Microsoft Defender XDR, and Microsoft Security Copilot; and experience leading project scope, pricing, and delivery across multiple concurrent proposals and projects. Building and automating secure cloud and machine learning operations (MLOps) pipelines using tools such as Azure Policy, Azure Resource Manager (ARM), Bicep, and Terraform to establish consistent security guardrails across Azure platforms and AI services.
Manager - ServiceNow Deloitte Touche Tohmatsu LtdManager - ServiceNowGrand Rapids, MI$134,500–$265,100 / yearStanding up delivery governance and operating rhythms; driving backlog, sprint, and release planning across Integrated Risk Management, Security Operations, Information Technology Operations Management, Information Technology Asset Management, and Third-Party Risk Management workstreams in partnership with architects and product owners. As a Manager - ServiceNow on the Cyber Strategy & Transformation team, you will be responsible for: Leading end-to-end delivery of multi-workstream ServiceNow programs from mobilization through go-live and transition, including scope, schedule, budget, risks, assumptions, issues, dependencies, and quality management.
MES Solution Architect Manager (iBase-t Solumina) Deloitte Touche Tohmatsu LtdMES Solution Architect Manager (iBase-t Solumina)Grand Rapids, MI$141,200–$278,300 / yearAs a Manufacturing Executions Systems Solution Architect Manager (iBase-t Solumina) on the Supply Chain & Network Operations team, you will be responsible for: Lead discussions with senior leaders on Manufacturing Execution System (MES) solutions. Our purpose comes through in our work with clients that enables impact and value in their organizations, as well as through our own investments, commitments, and actions across areas that help drive positive outcomes for our communities.
Amazon Connect Manager, Technical Transformation Deloitte Touche Tohmatsu LtdAmazon Connect Manager, Technical TransformationGrand Rapids, MI$130,800–$241,000 / yearWe can enhance customer experiences and drive sustained growth and customer value creation and capture, through customer and commercial strategies, digital products and innovation, marketing, commerce, sales, and service. 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.
MS Dynamics 365 F&O Manager Deloitte Touche Tohmatsu LtdMS Dynamics 365 F&O ManagerGrand Rapids, MI$144,600–$265,100 / yearOur purpose comes through in our work with clients that enables impact and value in their organizations, as well as through our own investments, commitments, and actions across areas that help drive positive outcomes for our communities. 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.