Manager, Compensation and Benefits, APEC Marriott – Singapore

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marriott hotel logo
marriott hotel logo

Job Number 18003F2K
Job Category Human Resources
Location Singapore, Singapore
 
Brand Corporate
Schedule Full-time
Relocation? No
Position Type Management

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JOB SUMMARY
 
As an integral part of the Asia Pacific Compensation & Benefits team, the Compensation and Benefits (C&B) Manager will support the C&B operations for APEC. This position will be the contact point for all APEC C&B needs. This position will support Marriott’s compensation philosophy and programs/processes to ensure compliance with applicable laws, regulations and policies.
 
CANDIDATE PROFILE
 
Education and Experience
Bachelor’s Degree, preferably in human resources, business administration or finance, from an accredited university.
5-8 years of solid compensation and benefits experience. Experience in consulting and project management will be advantageous.
Skills and Competencies
Must have strong analytical skills, excellent interpersonal skills, and a strong understanding of customer service.
Demonstrated experience interacting effectively as a team member or consultant with all levels of associates.
Ability to perform independently under limited supervision.
Strong MS Office skills, especially in Excel.
CORE WORK ACTIVITIES

Daily C&B Operations for GMs in APEC
Responsible for the GM Comp Proposal, Offer Letter, IPAF Preparation. Ensure up to date maintenance and proper documentation of GM Compensation information.
Supports direct manager in the deployment of property Level C&B Communication to Region or Area HR when required.
Compensation & Benefits Survey in APEC
Supports direct manager to drive the regional office survey and the AON Hewitt property level survey in APEC.
Is responsible for activities including data collection and validation of the submitted data to meet timelines. Analyses survey results and updating of the GM and Executive Committee salary structure. Participate in any calls or meetings relating to the surveys.
Annual Compensation Cycle in APEC
Supports direct manager in the execution of the annual compensation cycle (including salary Increase, short term incentive plans for property level – General Managers (GMs), Excom.
Supports direct manager to plan and kick start annual comp cycle for above property together with the HR Services team.
Ensures proper tracking and documentation of the owners’ approvals and consolidation of the statistics.
Benefits Administration in APEC
Supervises the Benefits administration in APEC for Expatriate Benefits Plan and Local APEC GMs supplemental medical plan.
C&B Operation Excellence in APEC
Ensures strict adherence to the property level C&B governance model. This includes looking in to streamlining C&B workflow and process improvement.
Immediately raises any red flags in the day to day activities.
C&B related Projects in APEC
Involves in C&B Projects in APEC as deployed by direct manager as and when required.
Others
Performs other reasonable duties as assigned by manager.
Reports to the Senior Director, Compensation & Benefits, Asia Pacific and will interface regularly with other members of the HR team.
Marriott International is the world’s largest hotel company, with more brands, more hotels and more opportunities for associates to grow and succeed. We believe a great career is a journey of discovery and exploration. So, we ask, where will your journey take you?

Assistant Manager – AVIVA – Singapore

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PURPOSE OF THE ROLE
To analyse large amounts of raw and semi-processed information to find patterns that will help improve our company. The ideal candidate is adept at using large data sets to find opportunities for process optimization and using models to test the effectiveness of different courses of action.
OUTCOMES
Strategic
&nbs
Develop CS Metrics dashboard for both BAU and Transformation.
Proven ability to drive business results with data-based insights.
Operational

Be an advocate for CS Analytics, aligning operations teams’ understanding of the transformation journey and help to remove barriers.
Primary focus is to use the information to develop data-driven solutions to address difficult business and operations challenges.
Risk Management / Governance
 
Ensure compliance with all relevant Company governance and industry regulations.
Financials
 
Ensure compliance with Company governance and keeping CS transformation initiatives within scope, timeline and budget.

EXTERNAL RELATIONSHIPS

Customers and policyholders
Monetary Authority of Singapore
Central Provident Fund Board
Ministry of Health
Life Insurance Association
Distribution partners
Business partners including vendors and third party administrators
INTERNAL
Senior Leadership Team
Management Circle
Aviva Digital Garage
Navigator
UK Team
QUALIFICATIONS
5-7 years of experience developing data sets and building statistical models, has a degree in Statistics, Mathematics, Computer Science, Engineering or another quantitative field, and is familiar with the following software/tools:
Knowledge of R, SQL and Python; familiarity with Scala, Java or C++ is an asset.
Experience using business intelligence tools (e.g. Qliksense and Qlikview/Tableau) and data frameworks (e.g. Hadoop).
KNOWLEDGE/EXPERIENCE
Proven experience as a Data Analyst or Data Scientist.
Proficiency in applying various data mining techniques, perform statistical analysis, and build high quality prediction systems integrated with our processes.
Strong analytical mind and business acumen, preferably financial institution background.
Past experience in insurance industry will be strong competitive advantage.
Experience in working with and creating data architectures.
Understanding of machine-learning and operations research will be an advantage.
Strong math and numerical skills (e.g. statistics, algebra, Excel, VBA).
Data-oriented personality
High problem-solving aptitude.
Excellent communication and presentation skills.
Excellent written and verbal communication skills for coordinating across teams.
Drive to learn and master new technologies and techniques.
Posted Yesterday
Full time
R-74368

Partner Marketing Executive – AVIVA – Singapore

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PURPOSE OF THE ROLE
Assist in the development and implementation of integrated strategic marketing plans to proactively support General Insurance business and partner sales objectives within the intermediated channels.
The role plays a key part in driving and supporting the business of General Insurance (B2B and B2B2C) and key Channels/Distributions to achieve their business objectives through Marketing delivery.
Delivery includes conceptualising, developing marketing plans and working across the organisation and vendors for the complete Marketing Mix including events, BTL activity, communications as required by channel and product.
The role also supports all broader B2B marketing initiatives from strategic and tactical offers to market, added value propositions to sales incentive launches.
·This role covers the product and partner marketing for General Insurance (B2B and B2C) and Life and Health Business across FA, Wholesale, Affinity Channel, MINDEF/MHA and EB & H (non-direct to customer initiatives).
ACCOUNTABILITIES
The scope covers all aspects of strategic marketing support namely:

Marketing representative to support development and be responsible for execution of new marketing initiatives to both customers and sellers.
Marketing collateral ensuring communication is clear and accurate for both sellers and consumers.
Marketing representative working with Distribution Channel and
Distribution Ops to implement incentive campaigns
 
Assist Product & Partner Marketing Manager in development value-added materials to drive and support the sales process
Excellent written communication skills for partner communication and develop a regular program of channel communication vehicles that are high quality and high impact
Agency and Service providers – engagement and management of relative to our business unit
Demonstrable support for FDO principals for all outputs.
Product or Services dimension

Responsible for working across all B2B distribution channels and all
Life products manufactured and sold within the Aviva Ltd Business..
Responsible for delivering Marketing support to all internal / other channels within the Aviva Ltd business inc., Training, Customer Services.
Contribute to the overall Aviva Ltd Business Growth and Franchise Value through the delivery of the Marketing Product & Partner Functional Plan.
Level of autonomy

Ownership of the Marketing Product & Partner deliverables working with Channels and Marketing Manager.
·Priority setting against changing business objectives and wider strategic direction / clear direction for the self.
RELATIONSHIPS (INTERNAL & EXTERNAL)
Marketing team – Product, Partner, Brand, Customer Experience
Specialist, e-Marketing and Platform management
Product and Pricing Team
Distribution Heads and their stakeholders
APOD
Legal and Compliance
Distribution Operations
Internal and External creative resources
Group Business – SAF, EBH, POGIS
QUALIFICATIONS
Degree in business, marketing or related field
Marketing related qualification(s) desirable
SKILLS/KNOWLEDGE
Strong knowledge of Marketing
Financial services background.
Knowledge of banking, life, investment and unit trusts products, and their distribution and promotion within Singapore.
Knowledge of the distribution and promotion of B2B marketing within the Singaporean context.
Good working knowledge of the regulatory framework.
Good knowledge of financial services market, its wider environmental issues and trends.
Understanding of customer needs and how to meet those needs through innovative proposition design.
Comprehensive experience in B2B (partner / Intermediary) marketing.
Proven ability to work across complex organisations to get things done at the highest levels.
Self-sufficiency, initiative, drive, passion
EXPERIENCE

2 years in roles involving developing and implementation marketing plans and financial services marketing.
Experience in delivering successful partner and product campaign.
Proven ability in managing relationships at all levels – internal and external – inc. senior stakeholder management.
Proven ability to manage priorities and set clear direction for self.

R-75980

Direct Marketing Executive – AVIVA – Singapore

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PURPOSE OF THE ROLE
Drive the planning and execution of the direct businesses for Aviva Ltd’s Life, Health and Long-term Care except General Insurance for Aviva Ltd.
ACCOUNTABILITIES
Direct Marketing

Plan, manage and deliver marketing plans for Direct Mail / Email (for MINDEF/ MHA and Long Term Care)
Responsible to work with data analytics team to generate customer insights, understand key target segments to maximise the response rates of the direct marketing activities for all lines of direct business.
Effective management of a number of external suppliers that deliver essential and critical support to the direct business.
Extensive budget management of to support the direct businesses. This includes budget optimisation, invoicing and tracking.
OUTCOMES
Plan and execute the Direct Marketing campaigns strategy to deliver the Long term care Direct Business targets.
Contribute to the identification, development and execution of new business strategic initiatives in the drive for VNB growth through the Direct Marketing business
RELATIONSHIPS (INTERNAL & EXTERNAL)
Develop relationships with key colleagues and stakeholders across the business to ensure development of customer focused campaigns that meet business requirements/strategic objectives.
 
Legal and Compliance Departments.
Finance Department.
Analytics Team
Marketing Team.
Wider Aviva Ltd key areas: Product / BIU / Sales Capability and Distribution Operations
IT / CM
CS & Operation
QUALIFICATIONS
(This should include any mandatory MAS qualifications.)

Minimum 4 years’ experience in B2C / Direct Marketing and Social Media.
KNOWLEDGE/EXPERIENCE
Knowledge of and experience in a B2C / Direct environment.
Knowledge of the Insurance industry, preferable.
Knowledge of the online direct, e-commerce business.
Proven ability with commercials and action from insight.
Evidence of successful B2C direct response marketing campaigns
An eye for detail as well as a creative and analytical mind.
Excellent written English and grammar proficiency is a must
R-75010

Regional Actuarial Risk Manager – AVIVA – Singapore

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Context of Asia Regional Office:
 
Asia consists of Life, GI and Pension businesses in Singapore, China, India, Hong Kong, Indonesia and Vietnam.
Most businesses are Joint Ventures where Aviva has management control.
Based in Singapore, the Asia Regional Office has delegated responsibility for all aspects of operations and reports into the Aviva Group headquarters in London, UK
Roles & Responsibilities:
 
Work closely with the Actuarial, Finance, Investment and Risk Management teams in the various Asia business units and in the Asia Regional Office.
Keep abreast of latest market and regulatory developments in Asian Markets (e.g. C-ROSS in China, RBC 2 in Singapore).
Provide support to Asia businesses on compliance with the life and general insurance risk policies and business standards, and setting of risk appetite.
Provide oversight on compliance with approved risk appetite pertaining to solvency, liquidity and other insurance and financial risk limits.

Monitor and analyse movements of solvency position across Asia business unit.
Conduct stress and scenario testing to assess resilience of solvency profiles.
Review experience studies and actuarial assumptions set by Asia business units.
Review and challenge business plans for Asia Businesses.
Review new product propositions.
Review adequacy of reinsurance arrangement for Asia businesses.
Participate in M&A and other significant business development opportunities and provide independent review of financial models and assumptions (ad-hoc basis).
Qualifications

Degree
Near qualified / Qualified Actuary with 7+ years of experience in life insurance.
Skills/Knowledge

Market knowledge on competitor landscape in Asia
Design and management of insurance products
Financial risk management
Asset liability management
MCEV / C-ROSS/ Solvency II and Economic Capital
Change management
Analytical and problem-solving skills
Good communication and interpersonal skills
Bilingual (Mandarin and/or Bahasa Indonesia is an advantage)

 

Senior Income Auditor – W Hotel – Singapore

W hotel SIngapore

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W hotel SIngapore
W hotel SIngapore

Job Number 18001GI1
Job Category Finance and Accounting
Location W Singapore – Sentosa Cove, Singapore,
 
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Boldly coloring outside the lines of luxury, W turns the traditional notion of the extravagant hotel on its head. Our irreverent attitude and taste for excess redefine revelry for the modern jet set. Our guests have a lust for a life less ordinary that drives them to demand more, experience it all, and hit repeat.
We share our guests’ passions, providing insider access to what’s new and what’s next. Moderation is not in our vocabulary and we know that lust for life demands more, not less. W guests soak it in and live each day with a mantra: Detox.Retox.Repeat. If you’re ready to create the energetic W scene that is magnetic to everyday disruptors around the world, then we invite you to explore a career with W Hotels.

Job Summary
 
Reporting to Director of Finance, you will ensure all revenues generated in the Hotel are recorded timely, accurately, and are correctly classified. Prepare the daily revenue report and circulate to department heads. Monitor compliance with Starwood and hotel financial policies and to report any discrepancies on a timely basis.To review and prepare final input into the General Ledger from the various sources and identify and reconcile the balance sheet items and to prepare financial reports as required.

It is the responsibility of the Income Auditor to ensure that all revenues are recorded and reported on a daily basis and all control procedures are in place relating to the income process.

We are ideally looking for
Preferred Accounting Degree or Diploma
Computer skills in Microsoft Excel and Word
Basic Accounting Knowledge
Minimum 1 years relevant experience in same role

Assistant Manager – AVIVA – Singapore

APPLY HERE


PURPOSE OF THE ROLE
To analyse large amounts of raw and semi-processed information to find patterns that will help improve our company. The ideal candidate is adept at using large data sets to find opportunities for process optimization and using models to test the effectiveness of different courses of action.
OUTCOMES
Strategic
 
Develop CS Metrics dashboard for both BAU and Transformation.
Proven ability to drive business results with data-based insights.
Operational

Be an advocate for CS Analytics, aligning operations teams’ understanding of the transformation journey and help to remove barriers.
Primary focus is to use the information to develop data-driven solutions to address difficult business and operations challenges.
Risk Management / Governance
 
Ensure compliance with all relevant Company governance and industry regulations.
Financials
 
Ensure compliance with Company governance and keeping CS transformation initiatives within scope, timeline and budget.

EXTERNAL RELATIONSHIPS
Customers and policyholders
Monetary Authority of Singapore
Central Provident Fund Board
Ministry of Health
Life Insurance Association
Distribution partners
Business partners including vendors and third party administrators

INTERNAL RELATIONSHIPS
Senior Leadership Team
Management Circle
Aviva Digital Garage
Navigator
UK Team
QUALIFICATIONS
5-7 years of experience developing data sets and building statistical models, has a degree in Statistics, Mathematics, Computer Science, Engineering or another quantitative field, and is familiar with the following software/tools:
Knowledge of R, SQL and Python; familiarity with Scala, Java or C++ is an asset.
Experience using business intelligence tools (e.g. Qliksense and Qlikview/Tableau) and data frameworks (e.g. Hadoop).
KNOWLEDGE/EXPERIENCE
Proven experience as a Data Analyst or Data Scientist.
Proficiency in applying various data mining techniques, perform statistical analysis, and build high quality prediction systems integrated with our processes.
Strong analytical mind and business acumen, preferably financial institution background.
Past experience in insurance industry will be strong competitive advantage.
Experience in working with and creating data architectures.
Understanding of machine-learning and operations research will be an advantage.
Strong math and numerical skills (e.g. statistics, algebra, Excel, VBA).
Data-oriented personality
High problem-solving aptitude.
Excellent communication and presentation skills.
Excellent written and verbal communication skills for coordinating across teams.
Drive to learn and master new technologies and techniques.
Posted Today
Full time
R-74368

Research Associate Analyst -Macquarie – Singapore

Macquarie group logo Singapore

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Macquarie group logo Singapore
Research Associate Analyst, Financial Sector
Apply nowJob no: CGM-943595
Work type: Full time
Location: Singapore
Group: Commodities and Global Markets
Division: Cash Equities
Recruiter: Bess Ng
You will be working as a Research Associate in our highly rated Equity Research team covering the financial sector based in our Singapore office.

The role of equity research is evolving rapidly but the core remains unchanged: leverage deep industry knowledge and contacts to identify investment opportunities and help our clients access those opportunities. You will engage with senior managements of the companies covered and be servicing the largest institutional investors in the world on a daily basis. You will support the Head of Research in coverage of the financial sector as well as other sectors. You will also support the team more generally and get wider exposure to the market.
 
As the successful candidate, you will have a tertiary qualification in a quantitative, math, finance or accounting discipline. You should have prior experience gained from equity research area, and some experience in supporting a lead sell-side analyst covering financial stocks (banking/exchanges). You are numerically inclined, with financial analysis, math and accounting skills. Your exceptional communication skills will support you in building good relationships with clients and we appreciate you will enjoy communicating at all levels with the sales team. Python and equivalent skills is a plus and lastly you are fluent in English.

Commodities and Global Markets provides clients with an integrated, end-to-end offering across global markets including equities, fixed income, foreign exchange and commodities.

Macquarie understands the importance of diversity and inclusion – our long history of success has come from being different. At Macquarie we value the innovation and creativity that diversity of thought brings. The one thing we all have in common is our focus on high performance. If you’re capable, motivated and can deliver, we want you on our team.

We facilitate a range of flexible working arrangements within our teams. Talk to us about what flexibility may be available.

Off Cycle Intern wanted – Macquarie – Singapore

Macquarie group logo Singapore

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Macquarie group logo Singapore
Off Cycle Intern (Jan 2019 – June 2019) – Equity Derivatives and Trading
Job no: CGM-943659
Work type: Fixed term
Location: Singapore
Group: Commodities and Global Markets
Division: Equity Derivatives and Trading
Recruiter: Bess Ng
An exciting internship role exists for a motivated, high performing student to join our Volatility Desks (part of the Equity Derivatives team) in Singapore. You will have the opportunity to sit side-by-side with the Head of Singapore Warrants, learn on the job and make a difference by working on projects which have a direct revenue impact.

We’re looking for students passionate about both trading and marketing (preferably with majors in both Finance and Marketing). You must possess strong writing abilities, and great interpersonal skills, and have an interest in global markets. An individual who is also creative, organised and can multi-task under pressure will be well suited to this role.
 
 
Commodities and Global Markets provides clients with an integrated, end-to-end offering across global markets including equities, fixed income, foreign exchange and commodities.

The EDT Division sits within the Commodities and Global Markets Group, covering equity derivative, equity finance, and arbitrage trading, and is a leader in listed derivatives across Asia. Commodities and Global Markets provides clients with an integrated, end-to-end offering across global markets including equities, fixed income, foreign exchange and commodities.

Macquarie understands the importance of diversity and inclusion – our long history of success has come from being different. At Macquarie we value the innovation and creativity that diversity of thought brings. The one thing we all have in common is our focus on high performance. If you’re capable, motivated and can deliver, we want you on our team.

We facilitate a range of flexible working arrangements within our teams. Talk to us about what flexibility may be available.

Revenue Manager – Le Meridien hotel – Singapore

Le meridien hotel Singapore

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Le meridien hotel Singapore
Le meridien hotel Singapore

Job Number 180038AA
Location Le Méridien Singapore, Sentosa, Singapore
 
JOB SUMMARY
 
The Revenue Management Remote Solutions Senior Team Leader is responsible for providing strategic and analytical leadership and expertise to drive top-line property revenues for Remote Solutions contracted properties across a defined geographic area. The position works closely with Select Service/Extended Stay Leadership (Area Vice Presidents, Area Directors), Revenue Management Leadership, and Revenue Management Remove Solutions (RMRS) Team Leaders and teams to maximize property objectives and priorities, providing support primarily in the areas of pricing strategy, mix management. As a member of Revenue Management Remote Solutions Leadership team, the position will be responsible for driving consistency in operational execution for their portfolio. The position will be accountable for managing their team and providing day to day direction to their Team Leaders. In addition, the Senior Team Leader will provide Revenue Support to Business Partners in other disciplines (i.e., Sales and Marketing and Finance and Accounting).

CANDIDATE PROFILE
 
Education and Experience
 
• 2-year degree from an accredited university in Business Administration, Finance and Accounting, Economics, Hotel and Restaurant Management, or related major; 6 years experience in the revenue management, sales and marketing, or related professional area.
 
OR
 
• 4-year bachelor’s degree in Business Administration, Finance and Accounting, Economics, Hotel and Restaurant Management, or related major; 4 years experience in the revenue management, sales and marketing, or related professional area.

Managing Revenue Management Projects and Strategy

• Clearly articulates the services that the Remote Solutions team provides and solves for existing gaps.

• Provides direct leadership to Team Leaders and overall team.

• Proactively develops and manages key stakeholder relationships – internal and external, including owners and franchisees

• Communicates brand initiatives, demand and market analysis to hotels/franchise partners/owners.

• Provides targeted and timely communication of results, achievements and challenges to the stakeholders

• Assists in the review process of critical Revenue Management training materials, including onboarding new hotels.

• As a member of the Revenue Management Remote Solutions (RMRS) leadership team, develops and directs the efforts of key department and discipline MBOs.

• Provides input to enhance and develop tools for better and more efficient analysis.

• Leverages knowledge and experience in brand revenue strategies to identify and implement improvements to revenue effectiveness and results.

• Serves as revenue management operational leadership contact for SS/ES Area Vice Presidents, Area Directors and General Managers, provide revenue insight and context to help them meet their goals. Be a sounding-board for revenue management ideas and issues.

• Maintains and communicates updated, expert knowledge of Marriott Revenue organization, challenges/opportunities.

• On a regular basis, contributes to revenue effectiveness by communicating regional needs, and recommending new and creative processes and techniques. Shares best practices with broader organization.

• Identify hotels with opportunities by reviewing key reports and soliciting input. Assist in developing and implementing appropriate sales strategies. Insure pull through of agreed upon strategies.

• Ensure that Select Service/Extended Stay hotels have sound pricing structures that are aligned with Marriott International’s overall Transient Pricing Strategy and Group Pricing Strategy.

• Ensure brand standards are implemented and complied with in all revenue management efforts.

• Participates in the development and delivery of change management processes and communicates clearly to broader audience – internal and external.

• Ensures hotel strategies conform to brand philosophies and initiatives.

• Ensures that sales strategies and rate restrictions are communicated, implemented and modified as market conditions fluctuate.

• Utilizes interpersonal and communication skills to lead, influence, and encourage others; advocates sound financial/business decision making; demonstrates honesty/integrity; leads by example.

• Sell ideas persuasively and influence without direct authority – including Area Vice Presidents, Area Directors, General Managers, Team Leads on revenue issues about which there are a variety of perspectives.

• Understands and meets the needs of key stakeholders (owners, corporate, guests, etc.).

• Establishes long-range objectives and specifies the strategies and actions to achieve them.

• Works closely with Sales and Marketing for business opportunities, aiming to increase profitability of the organization.

• Achieves and exceeds goals including performance goals, budget goals, team goals, etc.

• Drives the execution of predetermined strategies.

• Thinks creatively and practically to develop, execute and implement new business plans.

• Attends meetings to plan, organize, prioritize, coordinate and manage activities and solutions. Possible travel of up to 40% to participate in key regional meetings.

• Develops specific goals and plans to prioritize, organize, and accomplish work.

• Initiates, implements and evaluates revenue tests.

Analyzing and Reporting Revenue Management Data

• Provides strategic and analytical leadership for (area) hotels to ensure the achievement of (area/region/Hotel) revenue objectives.

• Analyzes competitive sets, price positioning, seasonality, mix and displacement on a continuous basis.

• Conducts sales strategy analysis and refines as appropriate to increase market share for all properties.

• Assists hotels with pricing and provides input on business evaluation recommendations.

• Analyzes period end and other available systems data to identify trends, future need periods and obstacles to achieving goals.

• Identifies the underlying principles, reasons, or facts of information by breaking down information or data into separate parts.

• Uses computers and computer systems (including hardware and software) to program, write software, set up functions, enter data, or process information.

• Analyzes information and evaluates results to choose the best solution and solve problems.

• Translates or explains what information means and how it can be used.

Managing and Conducting Human Resources Activities

• Interviews and hires employees with the appropriate skills to meet the business needs of the units.

• Develops, implements and maintains a departmental orientation program for employees to receive the appropriate new hire training to successfully perform their job.

• Uses all available on the job training tools for employees.

• Communicates performance expectations in accordance with job descriptions for each position and monitors progress.

• Conducts employee performance appraisals according to Standard Operating Procedures.

• Establishes and maintains open, collaborative relationships with employees and ensures employees do the same within the team.

• Solicits feedback, utilizes an “open door” policy and reviews employee satisfaction results to identify and address employee problems and concerns.

• Ensures regular on-going communication is happening in all areas of responsibility to create awareness of business objectives and communicate expectations, recognize performance and produce desired business results.