16 Distribution Strategy Jobs

The role is seeking individuals from the IIT ecosystem who are proactive and capable leaders. As a Growth Manager (Campus CEO), you will be representing a significant career growth initiative geared towards IITians in India. The initiative aims to enhance the career prospects of IITians and top engineers through various strategies such as product-led and community-led growth, practical preparation, real-world evaluations, and more. Your responsibilities as a Growth Manager (Campus CEO) include taking full charge of growth, traction, Product-Market Fit (PMF), and student success at colleges within the assigned region. You will collaborate closely with NxtWave's founding team to develop the Go-To-Market (GTM) playbook, establish grassroots distribution channels, and deliver concrete outcomes for students. Key areas of ownership encompass cracking GTM by managing student acquisition, activation, and engagement processes, validating and refining Product-Market Fit through on-ground activities, setting up scalable distribution networks using student ambassadors, events, and campus communities, driving growth initiatives based on products and communities, collecting and communicating on-ground insights to influence product development, and ensuring measurable results such as placements, internships, and hackathon successes. The ideal candidate for this position is someone who embodies characteristics such as problem-solving skills, proactive attitude, strong leadership abilities, and a deep passion for making a positive impact on student careers. Specifically, the role calls for IITians graduating in 2024 or 2025 with a background in significant positions of responsibility (PORs) within placement cells, fests, clubs, startups, or student bodies. The role necessitates individuals who can effectively influence others, act swiftly, embrace failures as learning opportunities, and adapt rapidly. Moreover, a comprehensive understanding of student dynamics within campus environments is crucial. This position is based in Hyderabad.,

As a Sales and Marketing Executive, your primary responsibility will be to identify and generate new leads by networking, cold calling, and digital outreach. You will be expected to build and maintain strong relationships with clients and partners, in order to promote our products or services effectively. Planning and executing marketing campaigns to meet monthly and quarterly sales targets will also be a key part of your role. In addition, you will need to conduct thorough market research to stay informed about the competition and industry trends. Working closely with internal teams to ensure alignment of sales strategies will be crucial for success in this position. About Company: We specialize in helping companies develop customer-centric design-thinking based marketing strategies for their products and services. Our team of highly qualified and award-winning professionals is dedicated to assisting clients with product inception, innovation, customer-oriented design, and distribution strategy. We pride ourselves on establishing brand value through events, social media campaigns, and multi-channel marketing efforts.,

As a Cluster Relationship Manager at Niva Bupa Health Insurance Company, your role is crucial in identifying opportunities for improvement across customer service, underwriting, and claims processes. You will be responsible for ensuring a robust Management Information System (MIS) architecture for both pre-sales and post-sales activities. Collaborating with the operational team, you will co-create and implement strategies aligned with the distribution strategy of the company. Your key responsibilities include building relationships in the region, reviewing performance periodically, and engaging with partners to establish operational specifications. By monitoring operations and recommending product strategies, you will contribute to revenue growth and profitability. Additionally, you will work closely with the regional team members to develop a common agenda and scorecard, ensuring alignment with the overall business plan. Interacting with key management members and partners, you will oversee business reviews, address deviations from the plan, and handle escalated issues to ensure smooth operations and continuous improvement in revenue generation. Your role will also involve suggesting reward and recognition platforms for bank partners" employees and leading the implementation of sales promotions to maximize marketing spends. Furthermore, you will collaborate with the training department to deploy programs, identify trainers, and deliver training to build the capacity of the sales force in the region. Your focus will also include recruitment and retention planning, implementing rewards and recognition activities, and coaching subordinates to develop a robust sales force and achieve potential sales targets. Key performance indicators for this role include Gross Written Premium (GWP) for new and renewal business, compliance, audit adherence, and claim management. The ideal candidate for this position should hold a graduate or postgraduate degree, preferably an MBA, and have 6-8 years of experience in Life Insurance, General Insurance (Bancassurance only), Relationship Management, or Investment & Wealth Advisory within the banking sector. Join us at Niva Bupa Health Insurance Company and be a part of our exciting growth journey towards achieving more than 10000 Cr GWP by 2027. As a certified Great Place to Work, we are committed to creating a collaborative and innovative work environment where you can contribute to the success of the company while developing your skills and expertise.,

You will be responsible for meeting Sales & Development targets by effectively implementing area sales plans and developing sales forecasts based on trends. You will work closely with the Manager to develop channel sales strategies for the assigned geography and allocate sales targets to different territories. It is essential to plan and achieve distribution expansion within budget constraints and ensure timely settlement of distributor claims while maintaining agreed ROI. Your role will involve implementing sales strategies to achieve targets through analysis of market data, developing distribution strategies in line with changing channel mix, and tracking availability and performance of manpower at distribution points. You will also execute and monitor distribution expansion plans, distributor MIS packages, and compliance timelines. Building trust and relationships with Modern Trade and Company stakeholders is crucial, and you will collaborate with Regional Trade Marketing/Key Account teams to manage schemes, promotions, and contests effectively. Your responsibilities will also include executing specific promotions in Key Accounts, planning new product launches based on category understanding and distribution objectives. The ideal candidate must be a Graduate (MBA preferred) with 3-5 years of experience in General Trade specifically from the FMCG industry. Proficiency in MS Excel and the ability to interpret data are essential skills required for this role.,

You will be responsible for meeting Sales and Development targets by effectively implementing area sales plans. This includes developing sales forecasts for all categories based on trends and defining allocation of sales targets to different territories. You will work closely with the Manager to develop channel sales strategies and ensure distribution expansion according to budget plans. Additionally, you will be involved in stocks and logistics planning for the area, ensuring distributor claims are settled on time, and retaining agreed ROI for distributors. To achieve sales targets, you will need to analyze Nielson and internal data of various markets to implement sales strategies effectively. You will also develop a distribution strategy in line with the changing channel mix and track the availability and performance of manpower at Distribution Centers. Moreover, you will execute distributor MIS packages and ensure compliance from distributors within agreed timelines. Building trust and relationships with Modern Trade and Company stakeholders is crucial. You will work closely with Regional Trade Marketing and Key Account teams to manage schemes, promotions, and contests. Specific responsibilities also include executing promotions like exhibitions, sampling, and in-store activities in Key Accounts. As a suitable candidate for this role, you must be a graduate with a preference for an MBA degree. You should have 3-5 years of experience in General Trade within the FMCG industry. Proficiency in MS Excel and the ability to read and understand data are essential skills for this position.,

You will be responsible for meeting Sales and Development (S&D) targets through effective implementation of area sales plans. This includes developing sales forecasts for all categories based on trends and creating a channel sales strategy for the assigned geography in consultation with the Manager. You will work on defining the allocation of sales targets to different territories based on a clear understanding of market growth and category growth. Additionally, you will be involved in planning and achieving distribution expansion as per budget plans, as well as managing stocks and logistics for the area. Ensuring timely settlement of distributor claims through proper scrutiny and on-field verification is also a key aspect of the role. You will work towards retaining agreed Return on Investment (ROI) for distributors and implementing sales strategies to achieve targets by analyzing Nielsen and internal market data. Furthermore, you will develop a distribution strategy aligned with the changing channel mix, track manpower availability at Distribution Branches (DBs) as per plan, monitor their performance, and report any deviations to the Manager. Executing and monitoring distribution expansion by class of towns, type of outlets, and category as per the plan is crucial, with corrective actions taken where necessary. You will also be responsible for executing distributor Management Information System (MIS) packages, ensuring compliance from distributors within agreed timelines. Building trust and relationships with Modern Trade and Company by providing timely solutions to any raised issues is essential. Working closely with Regional Trade Marketing/Key Account teams to manage schemes, promotions, and contests for brand promotion is also part of the role. Other responsibilities include executing specific promotions such as exhibitions, sampling, and in-store activities in Key Accounts, as well as planning for new product launches based on channel and distribution objectives. Desired Candidate Profile: - Education: Graduate (MBA preferred) - Experience: 3-5 years in General Trade from the FMCG industry - Good understanding of MS Excel and ability to read and interpret data.,

As the National Sales Manager (NSM) for REO at Havells, your primary responsibility will be to oversee sales activities at a national level. You will need to coordinate sales strategies to ensure alignment with overall business objectives. Designing a sales strategy and implementing the sales and distribution strategy for Havells-REO products across India will be a key part of your role. You will be expected to lead and mentor the sales team to achieve targets by exploring new business opportunities. Developing and executing a comprehensive Go-to-Market strategy, including market entry plans, channel strategies, and promotional activities, will be crucial for effectively launching products in the market. Staying updated on market insights, trends, competitor activities, and customer preferences within the premium segment will be essential. Conducting market research and analysis to identify product innovation opportunities and differentiate the product range will also be part of your responsibilities. In addition, identifying and pursuing new business opportunities within the FMEG sector, including expanding the distribution network through business development, will be crucial. Collaboration with finance and marketing teams to establish competitive pricing strategies will be necessary for success. Working closely with marketing, supply chain, and operations teams to ensure cross-functional collaboration, seamless product availability, and effective marketing campaigns will be a key aspect of your role. Monitoring sales performance and generating actionable insights using CRM software and sales analytics tools will also be part of your responsibilities. To qualify for this role, you should have a Bachelor's degree in business administration, marketing, or a related field. A master's degree would be desirable. You should have a minimum of 15+ years of experience in the FMEG/FMCD industry. Having a proven track record in sales and business development within the FMCG/FMEG industry, excellent leadership and team management skills, exceptional communication and interpersonal abilities, and an analytical mindset will be advantageous in this role. Your ability to gather and interpret market data, identify trends, and make data-driven decisions will be crucial for success in this position.,

As the Logistics Projects Manager, you will be responsible for driving all logistics expansion projects for the function. Your key tasks will include upgrading infrastructure of CFAs and warehouse transitions to align with business requirements. You will collaborate closely with the Global Purchase team to finalize RFQs and drive network optimization initiatives. Additionally, you will be tasked with planning the roadmap for distribution strategy. In the realm of Supply Chain Excellence, you will ensure statutory compliance at CFAs, conduct CFA certification audits, and identify opportunities for service level enhancements. Your role will also involve spearheading digital initiatives within the supply chain domain and providing support for all Global Supply Chain Projects. You will conduct periodic RFQs and e-auctions to support cost leadership initiatives, along with managing end-to-end SAP enhancement projects. Within Warehouse Management, you will oversee the management of Primary Distribution centers and lead the implementation of SAP WMS across all PDCs. You will conduct industry benchmarking exercises and drive the adoption of automation in warehousing operations to enhance efficiency. Budgeting and Spend Management will be a critical aspect of your role, where you will be responsible for preparing F&D budgets, driving margin and profitability initiatives, and reviewing F&D GL & CC postings on a monthly basis. You will track budget utilization versus spending and publish dashboards to monitor financial performance. In the realm of Distribution QA, you will ensure compliance with distribution QA SOPs for new site qualifications and collaborate closely with the distribution QA team for global audits to maintain quality standards. To qualify for this role, you should ideally hold a Post Graduate degree in Industrial Engineering, Logistics Management, Supply Chain Management, or Operations Research. You should have a minimum of 7+ years of relevant experience with a strong background in managing large-scale Supply Chain & Logistics Projects. Proficiency in CFA / Warehouse / Sales Commercial / SAP / Transport operation, along with excellent people management, analytical, and data skills are essential for success in this position.,

You will be responsible for meeting Sales & Development targets through the effective implementation of area sales and development plans. Your role will involve planning and achieving distribution expansion according to budget plans, as well as managing stocks and logistics for the area. It will be crucial to ensure that distributor claims are settled on time through proper scrutiny and on-field verification, while also maintaining agreed ROI for the distributors. To achieve sales targets, you will need to analyze Nielson and internal data from various markets and implement sales strategies accordingly. Developing a distribution strategy in alignment with the changing channel mix will be essential. Monitoring the availability and performance of manpower at Distribution Centers as per plan, and highlighting any deviations to the Regional Sales Manager, will also be part of your responsibilities. You will be required to execute and track distribution expansion by different parameters such as class of towns, type of OLs, and category, and take corrective actions when necessary. Implementing distributor MIS packages and ensuring compliance with timelines will be crucial. Planning for new product launches based on channel requirements and understanding category and distribution objectives will also be a key aspect of your role. In addition to the above duties, you should have experience in managing field sales teams, sales associates, and merchandisers. Proficiency in promotional planning, budgeting, and trade management will be necessary for this role. Furthermore, executing merchandising strategies by channels and categories, and ensuring shelf share greater than the market for Tier 1 SKUs, will be part of your responsibilities. You will also need to ensure that targeted productivity norms for channels and categories are met effectively. Overall, your experience in handling sales teams and promotional activities, along with your ability to manage trade effectively, will be essential for success in this role.,

As a Sales Executive at GEAR UP, a leading Electric Lighting Equipment Manufacturing company based in East India, you will play a crucial role in enhancing our market presence and achieving sales targets through effective B2B strategies and channel sales activities. Your primary focus will be to operate in Bhagalpur, Gaya, Saharsa, Aurangabad, Nawada, Mothihari, and Begusarai. To excel in this role, you should have experience in B2B sales with a proven track record of meeting sales targets in a competitive environment. You must be proficient in conducting product demonstrations that cater to customer requirements and have the ability to manage channel sales effectively to maximize revenue. Conducting thorough market analysis to identify trends and opportunities will be essential for driving strategic sales planning. Your strong communication and interpersonal skills will be pivotal in building solid relationships with clients and team members. Possessing excellent negotiation skills will help you handle customer objections and close deals successfully. You should also be adept at preparing detailed sales reports and forecasts to aid in strategic business planning and decision-making. In this role, you will be responsible for developing and implementing sales strategies to drive growth in existing markets and expanding the client base by approaching new customers. Collaborating closely with channel partners and conducting regular product demonstrations will be key in optimizing product visibility and sales volume. Additionally, staying updated on industry trends, competitor activities, and market conditions will enable you to anticipate business needs effectively. Your active participation in trade shows, customer events, and seminars will help promote GEAR UP and engage directly with stakeholders. Providing feedback on product features, client needs, and market trends will support the product development team in refining offerings. In this fast-paced commercial environment, your adaptability and willingness to learn and incorporate feedback will be crucial for success.,

As the National Sales Manager (NSM) for REO at Havells, your primary responsibility will be to oversee sales activities at a national level. You will be tasked with coordinating sales strategies and ensuring alignment with the overall business objectives of the company. Your role will involve designing a comprehensive sales and distribution strategy for Havells-REO products across India. Leading and mentoring the sales team to achieve targets by exploring new business opportunities will be a key aspect of your job. You will also be responsible for designing and executing a Go-to-Market strategy, which includes market entry plans, channel strategies, and promotional activities to effectively launch products in the market. Staying updated on market insights, trends, competitor activities, and customer preferences within the premium segment will be crucial for your success in this role. Conducting market research and analysis to identify product innovation opportunities and differentiate the product range will be part of your responsibilities. You will also need to identify and pursue new business opportunities within the FMEG sector, including expanding the distribution network through business development initiatives. Collaboration with finance and marketing teams to establish competitive pricing strategies will also be essential. To excel in this role, you should possess a Bachelor's degree in business administration, marketing, or a related field. A master's degree is desirable. You are expected to have a minimum of 15+ years of experience in the FMEG/FMCD industry. Having a proven track record in sales and business development within the FMCG/FMEG industry will be advantageous. Strong leadership and team management skills, exceptional communication and interpersonal abilities, and an analytical mindset are qualities that will help you succeed in this role. Your ability to gather and interpret market data, identify trends, and make data-driven decisions will be crucial for driving sales performance and generating actionable insights. If you are looking for a challenging yet rewarding role where you can make a significant impact in the FMEG sector, this position at Havells as the National Sales Manager for REO could be the perfect fit for you.,

You have an exciting opportunity to join a leading FMCG company in Coimbatore as an AGM - Sales Manager. As the AGM - Sales Manager, you will be responsible for owning the annual sales target, identifying new business opportunities, and increasing market share in the FMCG/Masala/Spices industry. With 15 years of experience, you will develop and execute strategic plans to achieve sales targets, expand the customer base, and ensure profitability through sales at price levels. Your role will involve optimizing resource utilization, controlling overhead expenses, and developing a comprehensive sales and distribution strategy. In this position, you will recruit, select, orient, and train sales team members, as well as provide counseling, discipline, monitoring, and performance appraisals. You will foster a culture of continuous improvement, monitor industry changes for business opportunities, and lead a large team while ensuring discipline and providing performance feedback. Additionally, you will be involved in recruiting and mentoring new staff, resolving contractual and commercial issues, and developing positive relationships with key business contacts. Your responsibilities will also include monitoring cash collection, accounting, and deposits, planning and managing secondary routes for distribution efficiency, reviewing and maintaining sales operation costs, coordinating with the plant for production based on market demand, and ensuring best practices in safety, legality, and service quality. You will arrange business meetings with prospective clients, promote company products/services, provide after-sales support, and build long-term relationships with customers. This is a full-time position with benefits such as Provident Fund, day shift schedule, and performance bonus. The ideal candidate will have a total of 7 years of work experience and must be willing to work in Coimbatore. If you are a motivated and experienced sales professional with a passion for driving business growth, we encourage you to apply for this role.,

The primary responsibility of this role is to meet the Sales and Development targets effectively by implementing area sales plans. You will be required to develop sales forecasts for all categories based on trends and create a channel sales strategy for the assigned geography in consultation with the Manager. Allocation of sales targets to different territories will be defined based on a clear understanding of market growth and category growth. Planning and achieving distribution expansion within budget constraints is a key aspect of the role. You will be responsible for stocks and logistics planning within the designated area and ensuring timely settlement of distributor claims through proper scrutiny and on-field verification. Retaining agreed ROI for distributors and implementing sales strategies to achieve targets through data analysis will be crucial. Developing a distribution strategy in line with the changing channel mix is also part of the role. Monitoring the availability and performance of manpower at distribution points as per plan, executing distributor MIS packages, and ensuring compliance from distributors are essential tasks. Building trust and relationships with Modern Trade and Company by providing solutions to any issues raised within a reasonable timeframe is important. Additionally, working closely with Regional Trade Marketing/Key Account teams to manage schemes, promotions, and contests for brand promotion is required. Specific responsibilities include executing promotions such as exhibitions, sampling, and in-store activities in Key Accounts, as well as planning for new product launches based on category understanding and distribution objectives. Desired Candidate Profile: - Education: Graduate (MBA preferred) - Experience: 3-5 years in General Trade from the FMCG industry - Proficiency in MS Excel is essential - Ability to read and understand data is required,

Planning, evaluating, implementing and continuously improving all processes of Revenue Management & yield Management for optimizing OTA performance.. Independently implements appropriate hotel inventory distribution strategy; maintains accurate rates and inventory allotments in the RMS/GDS/CRO and property PMS in a timely manner to promote rate parity throughout all booking channels. Work with business strategies, recognise and encash potential opportunities. Develop, monitor, and adjust sales and pricing strategies. Conduct competitive and demand analysis. Manage online, offline inventory and balance organisations core business requirement.. Maximise Revenue opportunities to Achieve stretched targets and manage sales & cash flow in a result-focused environment.. Ensuring competitive deals with OTA platforms including commission, PLB, MIB etc.. Work with Compset, third party partners' data and internal data to identify revenue opportunities and/or challenges at specific properties.. Maintain Oxygen Resorts Pages on OTA platforms using standout Hotel descriptions, Amazing photos, highlighting USPs and other required information.. Manage Guest reviews and Maintain 90% PLUS scores on OTA platforms for business generation, visibility etc.. Constantly liaising with OTA companies and Maintaining strong client relationships. Resolving conflicts from OTA agent /its customer.. Constant search for new OTA platforms, assessment on suitability and bringing them on board for new business opportunities. Liaising with other Functional departments & Resorts for smooth functioning.. MIS Report on a Daily / Weekly / Monthly basis. Annual budgets preparation & near and long-term top-line rooms revenue hotel forecasts.. Other adhoc responsibilities as assigned.. Should possess sound knowledge about the OTA platform and Revenue Management.. Well-versed with Channel Managers, PMS etc. Enjoy working in a fast-paced environment and be able to thrive under pressure. Possess strong communication skills & is able to clearly convey ideas and results.. Strong analytical skills - the ability to review numbers and draw conclusions about performance and technology solutions.. Strong organizational skills and impeccable attention to detail; able to work simultaneously on multiple initiatives and priorities.. Self-starter, exhibiting initiative and confidence.. Strong knowledge of systems - especially Microsoft excel.. Reporting To - Chief Resorts Officer. Candidate Profile required Education - Should have a minimum of Bachelors degree Years of Experience 5 years progressive experience with Chain Hotels / Leading Hotel OTA & Revenue Management.

Vodafone Idea Limited is an Aditya Birla Group and Vodafone Group partnership. It is India's leading telecom service provider. The Company provides pan India Voice and Data services across 2G, 3G and 4G platform. With the large spectrum portfolio to support the growing demand for data and voice, the company is committed to deliver delightful customer experiences and contribute towards creating a truly Digital India by enabling millions of citizens to connect and build a better tomorrow. The Company is developing infrastructure to introduce newer and smarter technologies, making both retail and enterprise customers future ready with innovative offerings, conveniently accessible through an ecosystem of digital channels as well as extensive on-ground presence. The Company is listed on National Stock Exchange (NSE) and Bombay Stock Exchange (BSE) in India. We're proud to be an equal opportunity employer. At VIL, we know that diversity makes us stronger. We are committed to a collaborative, inclusive environment that encourages authenticity and fosters a sense of belonging. We strive for everyone to feel valued, connected and empowered to reach their potential and contribute their best. VIL's goal is to build and maintain a workforce that is diverse in experience and background but uniform in reflecting our Values of Passion, Boldness, Trust, Speed and Digital. Consequently, our recruiting efforts are directed towards attracting and retaining best and brightest talents. Our endeavour is to be First Choice for prospective employees. VIL ensures equal employment opportunity without discrimination or harassment based on race, colour, religion, creed, age, sex, sex stereotype, gender, gender identity or expression, sexual orientation, national origin, citizenship, disability, marital and civil partnership/union status, pregnancy, veteran or military service status, genetic information, or any other characteristic protected by law. VIL is an equal opportunity employer committed to diversifying its workforce. Role Territory Sales Manager Job Level/ Designation M1 Function / Department Sales Location Kerala Job Purpose To manage and drive sales through distribution in order to attain market leadership in the given territory, through growth in gross numbers and revenues Key Result Areas/Accountabilities Sales Establish a Best-in-Class distribution footprint and a strong promoter channel where the TSM is supervising promoters Deliver sales target for all products (voice-prepaid / post-paid, data etc.) by executing the distribution strategy Help zone and circle achieve Revenue targets by driving secondaries through Mass Retail distribution and by pushing unlimited products penetration Monitor quality of acquisition through the distribution channel Competition Tracking & reporting - schemes & programs Ensure availability of stock at retail while adhering to the norms Execute promotional activities for channel partners to drive sales and build market credibility Revenue Achieve zonal revenue target for the distribution channel across all products Distribution expansion and extraction Achieve retail (MBO) expansion targets through increase in number of outlets in existing and new geographies People DSE Management ? Target Setting - DSE ? DSE Beat Plan adherence ? Systems/formats at DSE end ? Drive Distribution KPIs delivery MD/AD/SD Management ? DSE Availability monitoring ? Monitor Stock holding ? Day to day Performance Review & discussions ? Problem Solving ? Load Out monitoring ? Systems/formats at MD point ? HSW compliance Core Competencies, Knowledge, Experience Good communication skills Sales Planning & Forecasting Products Services & Technology Knowledge - Consumer Leads Decision Making & Delivering Results Analytical Thinking Building Team Commitment Must have technical / professional qualifications . Any Graduation . MBA Vodafone Idea Limited (formerly Idea Cellular Limited) An Aditya Birla Group & Vodafone partnership

Job Description: We are hiring 10,000 work-from-home employees to join the worlds largest book-writing companies. As part of our team, you will contribute to content creation, editing, marketing, and book distribution at an unprecedented scale. Key Responsibilities: Copy-paste and edit 200 books per day using AI tools. Market 100,000 books per day through various online platforms. Design and upload 100 book covers per day to Amazon and Google Play Store. Qualifications & Requirements: Open to graduates and undergraduates with relevant experience. Freshers with prior experience in writing, editing, or marketing may also apply. Both male and female candidates are encouraged to apply. Strong familiarity with AI-powered editing tools is a plus. Salary & Incentives: Performance-Based Incentives: 1,00,000 for achieving 10,00,000 book sales within a year. 1,00,000 for completing 100,000 books successfully. Accuracy and speed expectations apply, with potential pay deductions for errors or missed targets. How to Apply: Send your Resume + Cover Letter to Aruneastermichael@gmail.com . Mandatory: Submit your resume via WhatsApp at +91 9108954970 . Start your legacy, write history, and build your fortune with us! Would you like me to refine any aspects for better clarity or appeal?