Kitchen Manager The Original Pancake HouseKitchen ManagerWhite Plains, New YorkStaff Management: Schedule kitchen staff efficiently, making necessary adjustments to staffing levels to match business demands. • System Maintenance: Implement and monitor back-of-house systems including prep lists, order guides, and daily walkthroughs to ensure operational excellence.
NYC, Brooklyn | Service Manager | Fine Dining Madison CollectiveNYC, Brooklyn | Service Manager | Fine DiningBrooklyn, New York$75,000–$85,000 / yearThe Service Manager is responsible for ensuring exceptional guest experiences, leading and developing a high-performing service team, and maintaining operational excellence within the establishment. Proficiency in modern POS and reservation systems, with the ability to act as Maître D. Must possess an NYC Food Protection Certificate and deep knowledge of health regulations.
Restaurant Manager Atria Senior Living - StamfordRestaurant ManagerStamford, Connecticut$25–$30 / hourFull timeEnsure that beverage equipment, ice cream freezer, wait staff refrigeration, food, and supply storage areas are kept clean and in good working condition. Work closely with Director of Culinary Services and Executive Director to keep residents satisfied with food, service, and dining programs.
Senior Product Manager, Growth Owner.com IncSenior Product Manager, GrowthNYRemote$190,000–$230,000 / yearBuild and improve billing systems, CPQ flows, Salesforce syncs, RevOps integrations, data stacks, landing page and no-code tools, lifecycle marketing engines, and internal communication workflows. Competence with technical complexity: you can understand the high-level architecture of a product and its implications for the customer experience, and you're comfortable talking with engineers about project scope and tradeoffs.
Bar Manager - Soho House New York Soho House & Co.Bar Manager - Soho House New YorkNew York, NY$85,000–$90,000 / yearThe Bar Manager will also manage inventory, plan promotional events, ensure that quality and safety controls are followed, maintain current licenses and update vendor contracts, create schedules, and set business objectives to increase profits and maximize member / guest satisfaction. The Bar Manager acts as support for their bar and floor staff, offering aid as an extra hand in all capacities: staff supervisor, POS (regular functions, comps, voids), scheduling coordinator, and co-manager for all front and back-of-house needs.
Senior Manager, Trade & Hospitality Marketing And Business Development MillerKnoll, Inc.Senior Manager, Trade & Hospitality Marketing And Business DevelopmentStamford, CTWorking closely with DWR Retail, Marketing, Design and acting as a liaison with the MillerKnoll Contract teams, the Senior Manager will help identify new opportunities, nurture industry relationships, support project pipelines and execute programs that drive awareness and revenue growth. Director DWR Trade & Hospitality, this role will help strengthen DWR's connection to the residential design trade, boutique & lifestyle hospitality, restaurants, creative workspaces, developers and small businesses.
Bar Manager - Soho House New York Soho House UK LtdBar Manager - Soho House New YorkNew York, NY$85,000–$90,000 / yearThe Bar Manager will also manage inventory, plan promotional events, ensure that quality and safety controls are followed, maintain current licenses and update vendor contracts, create schedules, and set business objectives to increase profits and maximize member / guest satisfaction. The Bar Manager acts as support for their bar and floor staff, offering aid as an extra hand in all capacities: staff supervisor, POS (regular functions, comps, voids), scheduling coordinator, and co-manager for all front and back-of-house needs.
Senior Manager, Trade & Hospitality Marketing and Business Development MillerKnoll IncSenior Manager, Trade & Hospitality Marketing and Business DevelopmentStamford, CTWorking closely with DWR Retail, Marketing, Design and acting as a liaison with the MillerKnoll Contract teams, the Senior Manager will help identify new opportunities, nurture industry relationships, support project pipelines and execute programs that drive awareness and revenue growth. Director DWR Trade & Hospitality, this role will help strengthen DWR's connection to the residential design trade, boutique & lifestyle hospitality, restaurants, creative workspaces, developers and small businesses.
Regional Sales Manager (Bacio Cheese) Leprino Foods CoRegional Sales Manager (Bacio Cheese)Hoboken, NJ$103,000–$118,000 / yearWe're hiring a Regional Sales Manager to grow Bacio in the Northeast Region, our premium foodservice cheese brand, by developing new business and supporting sales to independent restaurants, pizzerias, and Italian-focused foodservice establishments through our partner distributor. Our Story: Leprino's history dates back to the 1950s, when Jim Leprino first started making small batches of mozzarella for local markets and eateries in the Little Italy neighborhood of Denver.
Food and Beverage Manager Compass Group North AmericaFood and Beverage ManagerNEW YORK, NY$70,000–$80,000 / yearThis role combines hands-on floor leadership with operational excellence, partnering closely with culinary, beverage, and museum teams to deliver refined hospitality in one of New York City's premier cultural institutions. The Food & Beverage Manager is responsible for leading the daily operations of Westmoreland restaurant and The Coffee Bar at The Frick Collection, ensuring exceptional guest experiences while developing and inspiring a high-performing front-of-house team.
General Manager Chelsea Hospitality GroupGeneral ManagerMorristown, NJFrom restaurants to cultural hubs to organizational and community experiences; everything we create is designed to spark connections, inspire belonging, and reimagine what hospitality can do for people, places, and communities. This is a role for someone who balances operational discipline with a deep commitment to service — someone who understands that great hospitality lives in the details guests never need to ask for.
NewTerritory Manager II - Brooklyn/Queens/Long Island NCR AtleosTerritory Manager II - Brooklyn/Queens/Long IslandNew York, New YorkLocal residence and living within your assigned service area, a valid driver's license, and authorization to work in the U.S. • The willingness and ability to pass a comprehensive background check, including credit check, criminal, driving record, and drug screen. You have exceptional experience developing employees, promoting teamwork, and fostering open and effective communications, and can work effectively across organizations and with a number of different individuals.
Founding Sales Manager Opus TrainingFounding Sales ManagerNew York City, New YorkEmbed AI tools into the team's daily workflow, from prospect research and outreach to call prep, deal coaching, and pipeline management, so reps spend more time selling and less time on everything else. We help restaurants, fitness brands, and car wash companies train, align, and retain their frontline teams — not with a static LMS, but with an integrated platform that lives inside daily operations.
Senior Manager, Supply Chain Product Analytics Wonder GroupSenior Manager, Supply Chain Product AnalyticsNew York, New YorkWe are looking for a Senior Manager of Supply Chain Product Analytics to build and own the reporting, dashboards, and analytical insights that power Wonder’s supply chain product suite — including forecasting, planning, inventory management, WMS, supply chain portal, and purchase order management systems. Conduct ad-hoc analyses and root-cause deep dives when issues arise related to system failures, including workflow breakdowns, data issues, forecast & planning misses, stockouts, waste, inventory management problems and purchasing issues.
Golf Experience Manager Five Iron GolfGolf Experience ManagerNew York, NYServe as the in-house expert on our golf simulator technology, using your expertise to ensure guests have the best possible experience, while connecting guests with other offerings such as leagues, memberships, swing evaluations, and club fittings. The Golf Experience Manager is responsible for leading the Golf Experience Team in guiding our guests through their Five Iron Golf experience, ensuring guest satisfaction and engagement by highlighting all the fun that golf and Five Iron have to offer.
Golf Engagement Manager Five Iron GolfGolf Engagement ManagerNew York, NYServe as the in-house expert on our golf simulator technology, using your expertise to ensure guests have the best possible experience, while connecting guests with other offerings such as leagues, memberships, swing evaluations, and club fittings. Responsibilities include, but are not limited to, the following: Manage with and through associates to deliver an exceptional guest experience by overseeing pre-visit communications, onsite interactions, and post-visit follow-ups.
NewPartnerships Manager, Wonder Create Wonder GroupPartnerships Manager, Wonder CreateNew York, New YorkWe also offer a choice of medical, dental, and vision plans, company paid short and long term disability coverage, paid time off including flexible time off for exempt employees, paid vacation for non-exempt employees, and paid sick leave in compliance with applicable law in addition to paid parental leave, discounted meals and exclusive perks across the Wonder family of brands. You will work closely with the Wonder Create GM, product, operations, and marketing teams to ensure creators have a seamless experience from onboarding through ongoing performance, while surfacing insights that shape the future of the business.
NewManager, Accounting Wonder GroupManager, AccountingNew York, New York$128,000–$135,500 / yearAs a leading U.S. ordering and delivery marketplace, we feature over 415,000 merchants in more than 4,000 cities, creating the ultimate food experience by elevating online ordering through innovative restaurant technology, easy-to-use platforms, and an improved delivery experience. You will be responsible for executing key components of the month-end close, preparing reconciliations, maintaining internal controls, and partnering with cross-functional teams to support reliable and efficient accounting operations.
Staffing Manager Compass Group North AmericaStaffing ManagerNewark, NJ$75,000–$80,000 / yearTwice named one of the 10 most innovative companies in sports by Fast Company magazine and one of the top three Best Employers for Diversity in America by Forbes, Levy's diverse portfolio includes award-winning restaurants; iconic sports and entertainment venues, zoos and cultural institutions, theaters, and convention centers; as well as the Super Bowl, Grammy Awards, US Open Tennis Tournament, Kentucky Derby, and NHL, MLB, NBA, NFL, and MLS All-Star Games. Job Summary: As the Staffing Manager, you will be responsible for analyzing current labor models, leading to the development and implementation (in conjunction with location HR Managers) of a staffing plan, comprising of scheduling, recruitment and training, to optimize labor efficiency across key markets.
CATERING MANAGER - NEW YORK, NY Compass Group North AmericaCATERING MANAGER - NEW YORK, NYNew York, NY$80,000–$85,000 / yearAs a member of Eurest's leadership and professional support team, you will help our 16,000 chefs, and in-unit associates excel as they deliver world-class meals in corporate cafes and executive dining rooms with on-site catering through vending innovations and more. As a Catering Manager, you will be responsible for managing the Catering Department in all duties including training new associates, overseeing event set-ups, and directing any temporary personnel in addition to their everyday assignments.
CATERING MANAGER - The Pratt Institute - Brooklyn, NY Compass Group North AmericaCATERING MANAGER - The Pratt Institute - Brooklyn, NYBROOKLYN, NY$70,000–$75,000 / yearSummary: As a Catering Manager, you will be responsible for managing the Catering Department in all duties including training new associates, overseeing event set-ups, and directing any temporary personnel in addition to their everyday assignments. Communicates on various levels to include management, client, customer and associate levels; maintains excellent client relationships.
Breakroom Manager Compass Group North AmericaBreakroom ManagerNew York, NY$70,000–$80,000 / yearAt Bon Appetit you won't find our managers referring to a corporate recipe book or our chefs microwaving the lunch special. While this is intended to be an accurate reflection of the position posted, the Company reserves the right to modify or change the essential functions of the job based on business necessity.
Store Manager (P1-1462281-7) Panda Restaurant Group IncStore Manager (P1-1462281-7)Jamaica, NY$31.50–$34.50 / hourWith close to 2,800 locations globally, we continue our mission of delivering exceptional Asian dining experiences by building an organization where people are inspired to better their lives. Employees must prepare hot and cold foods, use Chinese cook knife and other kitchen equipment and work quickly without losing accuracy.
Assistant Manager (P1-1365045-8) Panda Restaurant Group IncAssistant Manager (P1-1365045-8)Morristown, NJ$24–$27 / hourWith close to 2,800 locations globally, we continue our mission of delivering exceptional Asian dining experiences by building an organization where people are inspired to better their lives. Employees must prepare hot and cold foods, use Chinese cook knife and other kitchen equipment and work quickly without losing accuracy.
Commercial Project Manager Solera Holdings LLCCommercial Project ManagerNJProject Managers are sent to client's businesses for pre-loss assessments & inventory, post-loss assessment & inventory, collections cataloging, reconstruction post loss including compiling inventory lists, photos, and in-depth client interviews. Our 6,500 team members foster an uncommon, innovative culture and are dedicated to successfully bringing the future to bear today through cognitive answers, insights, algorithms and automation.
Restaurant Shift Manager Shake Shack IncRestaurant Shift ManagerNew Hyde Park, NY$21–$25 / hourBeginning as a hot dog cart in New York City's Madison Square Park, Shake Shack was created by Danny Meyer, Founder and CEO of Union Square Hospitality Group and best-selling author of Setting the Table. Manage the flow of service and direct the work of team members on a shift to ensure the highest levels of safety, cleanliness, quality, and speed.
Restaurant Shift Manager Shake ShackRestaurant Shift ManagerNew York City, New YorkBeginning as a hot dog cart in New York City’s Madison Square Park, Shake Shack was created by Danny Meyer, Founder and CEO of Union Square Hospitality Group and best-selling author of Setting the Table. Manage the flow of service and direct the work of team members on a shift to ensure the highest levels of safety, cleanliness, quality, and speed.
USA - Associate Brand Manager LancesoftUSA - Associate Brand ManagerEnglewood Cliffs, NJ$35What this entails includes but is not limited to, supporting with local campaigns that engage with operators and generates leads for the sales team, creates and executes events on a large scale in the local market, and will build our brands, specifically Knorr and Hellmann s/Best Foods in the city. The Operator Marketing team plays a critical role in this collaboration, and has end-to-end responsibility in understanding the key operator group insights, identifying the pain points, and designing value added solutions that results in growth for our customers and our business.
Sr. Manager Customer Marketing On Premise Heineken NVSr. Manager Customer Marketing On PremiseWhite Plains, NY$145,000–$165,000 / yearManager, On-Premise Customer Marketing is responsible for shaping and activating Heineken USA's on-premise channel strategy to drive growth across bars, restaurants, and key customer segments. As a key partner to Sales, National Accounts, and Regional Marketing, you will develop scalable programs, tailor solutions to customer needs, and ensure strong execution in-market.
Commercial Finance Manager Palm Bay InternationalCommercial Finance ManagerPort Washington, New YorkWorking alongside the Director of Pricing & Strategy, the Manager builds the day-to-day forecasting, pricing analysis, and distributor reconciliation discipline that underpins Palm Bay’s margin governance model and supports business reviews with distributor partners and division leadership. Position Overview: Reporting to the Vice President of Revenue Growth Management, the Commercial Finance Manager is an embedded finance business partner who supports regional and national brand-level commercial performance within Palm Bay’s Revenue Growth Management (RGM) organization.
Property Manager Phipps Houses & AffiliatesProperty ManagerNew York, New YorkManage assigned portfolio with expertise and efficiency to achieve financial and operational objectives; increase and maintain overall quality of life; develop and maintain tenant/landlord relations; monitor conditions and capacity of building systems; effectively address issues as they arise. Through its subsidiary, Phipps Houses Services, Inc., it conducts residential and some commercial property management, and it’s tax exempt affiliate, Phipps Neighborhoods, provides human services to its development communities.
Assistant General Manager Dos CaminosAssistant General ManagerNew York, New York$75,000–$95,000 / yearFull timeWe're seeking an Assistant General Manager who can help drive daily operations, develop a high-performing team, and deliver exceptional guest experiences in a fast-paced, high-volume environment. If you're passionate about leadership, operational excellence, and creating a culture where both guests and team members thrive, this is your opportunity to grow your career at the center of New York City's energy.
Senior Vertical Manager, F&B Adyen NVSenior Vertical Manager, F&BNew York, NY$186,000–$300,000 / yearThe F&B vertical is one of the fastest growing parts of Adyen's business where we have seen success with businesses like McDonalds, Starbucks, KFC in the Enterprise space and also with SaaS platforms like Oracle and EposNow. Be the Voice of the Customer: Work closely with the Product Offering team to champion the vertical by: Providing vertical trends, opportunities and customer pain points to inform needs as input to product prioritization.
Front Desk Manager White Lodging Services CorporationFront Desk ManagerTeaneck, NJThis is a hotel front office leadership role for an experienced hospitality professional who leads from the front — someone who coaches and develops front desk agents and supervisors, drives exceptional guest service, and brings operational excellence to every shift. If you're a Front Desk Manager, front office supervisor, guest services manager, or rooms operations leader looking for hotel management jobs with a growth-oriented company, White Lodging offers more career mobility and advancement opportunities than a single-property employer ever could.
Luxury Portfolio Manager Allied Beverage GroupLuxury Portfolio ManagerElizabeth, New Jersey$100,000–$115,000 / yearThe LPM will be responsible for all aspect of team development: - Recruitment/Hiring - Training/Development - Sales Programming and Execution - Recapping and best practice sharing - Light House Account Universe – 15 Key Accounts LPM will collaborate with the Portfolio Director to develop strategic brand plans, pricing, and planning on the MH portfolio, while playing a lead role in relationship marketing to give ABG a competitive advantage in the industry. We promote a culture based on trust, respect and collaboration State of the Art Facility – We opened a brand-new corporate office and distribution center in Elizabeth, NJ in 2019 Your Continued Growth – Our company encourages our employees to reach high, live up to their potential, and advance in their careers.
Overnight Manager PLSOvernight ManagerNew York City, New York$20.50–$22.50 / hourOvernight Managers are responsible for providing Customer Service Representatives (CSRs) on-call support during overnight hours to ensure the assigned stores deliver outstanding customer service, follow store procedures. Although many of our customers have banking relationships, we believe that our customers use our financial services because they are convenient, transparent, and frequently more affordable than available traditional alternatives.
Senior Vertical Strategy Manager, F&B AdyenSenior Vertical Strategy Manager, F&BNew York, NY$186,000–$300,000 / yearAbout the Vertical The F&B vertical is one of the fastest growing parts of Adyen’s business where we have seen success with businesses like McDonalds, Starbucks, KFC in the Enterprise space and also with SaaS platforms like Oracle and EposNow. Be the Voice of the Customer: Work closely with the Product Offering team to champion the vertical by: Providing vertical trends, opportunities and customer pain points to inform needs as input to product prioritization.
General Manager in Training Lucky Strike EntertainmentGeneral Manager in TrainingLong Island City, New York$80,000–$90,000 / yearWe Are Lucky Strike Entertainment, one of the largest and most successful location-based entertainment companies in the World with 360 upscale and traditional Bowling Centers, five expansive and well-located Waterparks, a large Amusement Park in California and 10 upscale Boomers Family Entertainment Centers in major markets. Overview: The Role As a General Manager at Lucky Strike Entertainment, you will own the guest experience, the team, the financials, and the culture of your center, leading from the floor and building a place people genuinely want to come back to.
NewAssistant Front Office Manager Spire Hospitality IncAssistant Front Office ManagerPark Ridge, NJ$65,000–$67,000 / yearLocated just minutes from Woodcliff Lake, Nyack, The Outlets at Bergen Town Center, and the excitement of New York City, our hotel offers sophisticated accommodations thoughtfully designed to make you feel at home. Start your day with a delicious breakfast, enjoy lunch with colleagues or friends, and unwind over dinner and cocktails at our full-service restaurant PR Social, now serving breakfast, lunch, and dinner daily.
Front of House Manager KEO KU JANG LPFront of House ManagerParsippany, NJFull timeIf you are a leader with a passion for hospitality, strong work ethic, and possess the necessary skills to fit in this role, Madmen Kitchen invites you to apply for the position of Front of House Manager. A fit candidate will have a passion for the food industry, resilient leadership skills, and experience in managing front-of-house operations.
Nifty Fifty's- Turnersville Shift Manager Nifty Fifty'sNifty Fifty's- Turnersville Shift ManagerWashington Township, NJWhether you’re lucky enough to remember the ’50s firsthand or just wish you did, you’ll taste the memories with every bite of our classic American favorites and hand-spun milkshakes. As a Shift Manager at Nifty Fifty’s, you’ll be responsible for leading the restaurant during your scheduled shifts, ensuring everything runs smoothly from open to close.
NewSpecialist Sales Manager, Test & Learn Solution MasterCardSpecialist Sales Manager, Test & Learn SolutionPurchase, NY$115,000–$164,000 / yearAll activities involving access to Mastercard assets, information, and networks comes with an inherent risk to the organization and, therefore, it is expected that every person working for, or on behalf of, Mastercard is responsible for information security and must: Abide by Mastercard's security policies and practices; Ensure the confidentiality and integrity of the information being accessed; Report any suspected information security violation or breach, and. Manager level role focused on our Test & Learn platform, leveraged by 300+ clients globally and growing revenue with new clients in key segments (Retail, Restaurants, Travel, Digital, CPG, Telco).
TACO BELL GENERAL MANAGER Vb Preferred Qsr Wharton Llc dba TACO BELLTACO BELL GENERAL MANAGERWharton, NJFull timeYou’re also responsible for scheduling and deploying the Team correctly, addressing performance issues, assisting in the resolution of customer issues and managing the restaurant budget and financial plans. You are responsible for the operation of the entire restaurant and building a strong team that consistently provides customers great food and a friendly experience.
NewAssistant Bakery Manager Nothing Bundt CakesAssistant Bakery ManagerMorristown, NJ$18–$20Assists the Bakery Manager in executing operational and administrative responsibilities, which may include cake production plans, productivity goal setting, team scheduling, supply ordering, sales and labor reporting, basic accounting and expense control procedures, and payroll processing. The Nothing Bundt Cakes (NbC) Assistant Bakery Manager works alongside the Bakery Manager and team members to create the highest-quality cakes, a warm, welcoming environment, and superior guest experience.
Hotel - Duty Manager Whitbread PlcHotel - Duty ManagerNewark, NJUnder-represented groups such as women, ethnic minorities, people with disabilities & members of the LGBTQIA+ community (those who identify as lesbian, gay, bi, trans and non-binary or those who use a different LGBTQIA+ term), are strongly encouraged to build a career with us. You'll work alongside experienced managers, build your leadership skills and gain experience that can help you progress into a Hotel Manager role.
Resort Manager Rosewood Hotels and Resorts LLCResort ManagerNY$180,000–$210,000 / yearability to maintain associates and guest confidentiality at all times; ability to accept responsibility for actions of others; exceptional oral communication skills to ensure ability to negotiate and persuade guests and associates to achieve results beneficial to operation of hotel; ability to create, implement and monitor hotel and associates goals, strategies and policies; ability to converse calmly with irate guests, superiors, subordinates and coworkers in sometimes intense emotional situations; ability to focus and maintain attention to performance of tasks despite frequent stressful, emergency, critical or unusual interruptions; ability to memorize, recollect and quickly retrieve dates, names, times and other data. General Skills: Must be able to perform job functions with attention to detail, speed and accuracy; prioritize, organize and follow-up; be a clear thinker, remaining calm and resolving problems using good judgment; follow directions thoroughly; understand a guest's service needs; work cohesively with co-workers as part of a team; work with minimal supervision; maintain confidentiality of guest information and pertinent hotel data.
F&B Banquets & Event Manager Rosewood Hotels and Resorts LLCF&B Banquets & Event ManagerNY$80,000–$85,000 / yearGeneral Skills: Must be able to perform job functions with attention to detail, speed and accuracy; prioritize, organize and follow-up; be a clear thinker, remaining calm and resolving problems using good judgment; follow directions thoroughly; understand a guest's service needs; work cohesively with co-workers as part of a team; work with minimal supervision; maintain confidentiality of guest information and pertinent hotel data. Home to six unique dining venues, Rosewood Miramar Beach is a popular culinary destination for locals and visitors alike, with its oceanfront MICHELIN one-star and MICHELIN green star restaurant, traditional Japanese Edomae sushi experience, al fresco beach bar, sophisticated cocktail lounge, casual all-day dining as well as poolside dining, and delightful poolside ice cream shop serving classic American fare.
Maintenance Manager lll Avolta AGMaintenance Manager lllNY$79,728–$94,970 / yearServes as a senior technical resource and escalation point for complex maintenance issues across the location; troubleshoots high-priority equipment failures, coordinates emergency repairs, and implements corrective actions to minimize operational disruption. Minimum Qualifications, Knowledge, Skills, and Work Environment: Education and Experience: Requires 2 years of formal post-high school education in building trades, including Electrical, Plumbing, HVAC, and Small Appliance Repair certification.
Senior Implementation Manager Higher PeopleSenior Implementation ManagerNew York City, New YorkThe ideal candidate has a track record of leading complex, long-cycle implementations – including at the enterprise level – bringing the structured project management discipline to keep things moving and the consultative instincts to build genuine trust with senior stakeholders. Acting as the primary point of contact from Sales handoff through go-live, IMs combine rigorous project management with a consultative approach to guide financial institutions, banks, and fintechs of all segments (enterprise, mid-market, etc) through one of the most critical phases of their lifecycle with Alloy.
MARKETING MANAGER - Gourmet Dining - Newark, NJ Compass Group North AmericaMARKETING MANAGER - Gourmet Dining - Newark, NJNewark, NJ$65,000–$70,000 / yearTwice named the Fastest Growing Brand by Nation's Restaurant News, at Gourmet Dining & Chartwells we take pride in creating opportunities for associates to grow their careers and achieve their development goals within the company. https://www.compass-usa.com/wp-content/uploads/2023/08/2023_WageTransparency_GourmetDining.pdf .