How to Become a CRM Manager (Charting Customer Journeys)
If you’ve ever envisioned managing customer relationships that reshape businesses or pondered on the prerequisites to become a CRM manager, you’re at the right spot.
In this guide, we’ll delve into the EXACT steps you need to embark on your journey as a CRM manager. We’ll discuss:
- The skills you need.
- The education that will aid your progression.
- How to secure a job as a CRM manager.
So, whether you’re a novice in customer relationship management or a business-savvy individual aiming to enhance your skills, stay tuned.
We’re about to unravel the blueprint to become a CRM manager.
Let’s get started!
Steps to Become a CRM Manager
Step 1: Understand the Role of a CRM Manager
The first step in pursuing a career as a CRM (Customer Relationship Management) Manager is to understand the scope of the role.
CRM Managers play a crucial role in customer service and marketing departments by using CRM software to analyze customer data and manage relationships with customers.
CRM Managers are responsible for planning and delivering CRM strategies across the organization with a view to retaining existing customers, increasing brand loyalty, and expanding the company’s customer base.
They have to understand the complexities of the CRM software, which can include tracking and measuring sales activity, marketing campaigns, and customer engagement.
To perform their role effectively, CRM Managers need to have a deep understanding of customer needs and behaviors and be able to extract actionable insights from data to drive customer engagement and sales.
As part of this step, it can be helpful to speak with current CRM Managers, read job descriptions and requirements, and research the tools and technologies commonly used in the field.
This will give you a clear idea of what skills and qualifications are necessary and what the day-to-day work of a CRM Manager entails.
Step 2: Obtain Relevant Education
To pursue a career as a CRM Manager, you’ll need to obtain an education that equips you with skills in areas such as business management, marketing, and data analytics.
A bachelor’s degree in business administration, marketing, or a related field can provide a solid foundation for this career.
These degree programs typically include coursework in business law, economics, finance, managerial accounting, and marketing.
You might also consider pursuing a master’s degree in business administration (MBA) or a related field.
An MBA program can provide a deeper understanding of business strategy and management principles, which will be especially beneficial if you aim to work in a strategic role within a company’s customer relationship management department.
In addition to formal education, it’s also important to cultivate skills in areas such as data analysis and customer service.
Many CRM Managers utilize Customer Relationship Management software, so gaining knowledge and experience with such platforms can be beneficial.
Consider obtaining certifications in CRM software like Salesforce, Microsoft Dynamics, or Zoho.
These certifications will not only enhance your technical skills but also make you more marketable to potential employers.
Remember, being a CRM Manager is not just about understanding the software, but also about knowing how to leverage it to improve customer relationships and drive business growth.
Step 3: Gain Experience in Customer Service or Sales
Before stepping into a CRM Manager role, it’s vital that you have a solid understanding of customer service and sales.
Both of these areas are key aspects of Customer Relationship Management, and prior experience in either of these fields will give you the necessary skills to handle customer issues, queries and manage relationships effectively.
Having a background in customer service helps you understand customer needs, expectations, and how to deal with different types of customers.
It gives you insights into customer behavior and needs which is crucial to formulating strategies as a CRM Manager.
On the other hand, sales experience provides you with a thorough understanding of how products or services are sold and marketed.
It helps you understand the sales process, identify customer needs, and anticipate potential sales opportunities.
This knowledge is crucial in aligning CRM strategies with business objectives and sales targets.
During this period, you can also familiarize yourself with CRM software and tools, which are commonly used in these roles.
These tools help in managing customer relationships and analyzing customer data, which are key responsibilities of a CRM Manager.
Working with these tools can provide you with hands-on experience and technical skills needed in your future role as a CRM Manager.
Therefore, gaining experience in customer service or sales can provide you with the required skill set and knowledge to excel as a CRM Manager.
Step 4: Develop Technical Proficiency with CRM Software
As a CRM Manager, it is essential to have an in-depth understanding of Customer Relationship Management (CRM) software.
This is the technological tool you will primarily be using to manage customer data, analyze customer interactions and improve business relationships.
CRM software comes in various forms such as cloud-based systems, on-premise systems, and industry-specific solutions.
Some popular CRM platforms include Salesforce, Microsoft Dynamics, and HubSpot.
Familiarize yourself with these systems and understand their functionalities, benefits, and limitations.
You should know how to use the software to track customer interactions, generate reports, analyze customer behavior, and predict future trends.
You can gain this knowledge through online tutorials, webinars, certification programs, or formal training courses.
Remember, CRM software is continually evolving with new updates, features, and technologies.
Therefore, continuous learning and adaptability to new software versions are key to staying ahead in this role.
Additionally, developing basic coding skills can also be beneficial as it allows you to customize the software according to your business needs.
Understanding data analysis and database management can also enhance your technical proficiency as a CRM Manager.
In summary, mastering the use of CRM software is a critical step in your journey to becoming a successful CRM Manager.
Your ability to utilize this tool effectively will significantly impact your performance and the overall success of your business’s customer relationship management.
Step 5: Strengthen Communication and Analytical Skills
As a CRM Manager, you will be required to constantly communicate with different stakeholders such as team members, other departments, and clients.
Therefore, it is crucial for you to cultivate excellent verbal and written communication skills.
You should be able to explain complex CRM strategies in easy-to-understand terms, and also be a good listener to effectively understand and address the needs of your team or clients.
Simultaneously, you should also work on enhancing your analytical skills.
A CRM manager is required to analyze customer data, understand customer behaviors, and use that information to develop customer segmentation and campaigns.
Therefore, you should be comfortable working with data, have a good understanding of statistical analysis, and be proficient in using CRM analytics tools.
You can strengthen these skills through a combination of practical experience, online courses, workshops, and professional development programs.
Remember, effective communication and strong analytical skills are not just prerequisites for the role, they also play a significant role in your career advancement as a CRM Manager.
Step 6: Learn About Data Privacy Regulations
As a CRM Manager, it is paramount to have a thorough understanding of data privacy regulations.
This knowledge is fundamental to ensure the protection of customers’ information, which builds trust and loyalty among your customer base.
The regulations govern what data you can gather, how it must be stored, and how you can use it.
Specific regulations you need to know about include General Data Protection Regulation (GDPR) in Europe, California Consumer Privacy Act (CCPA) in California, USA, and the Personal Data Protection Act (PDPA) in Singapore among others.
Each of these regulations has its own unique demands, and businesses operating across multiple jurisdictions need to comply with all relevant rules.
Many online courses offer certifications in data privacy that can help augment your understanding of this complex field.
Regularly attending webinars, workshops, and conferences on data privacy can also keep you updated on the latest changes and trends.
You may also want to invest time in studying the implications of data breaches and how to prevent them.
Understanding data privacy regulations will not only ensure your company operates within the legal framework, but also assure your customers that their information is safe and protected.
This can give your company a competitive edge and enhance your reputation as a responsible CRM Manager.
Step 7: Acquire Project Management Experience
As you progress in your CRM career, it’s important to gain project management experience.
This could be in the form of leading a CRM project, overseeing the implementation of a new CRM system, or managing the daily operations of a CRM team.
Having project management experience will not only give you a more comprehensive understanding of CRM systems, but it will also help you develop leadership skills.
As a CRM Manager, you will need to coordinate various tasks, manage deadlines, and oversee the overall progress of CRM initiatives.
You can gain this experience by volunteering to lead CRM projects at your current job or by pursuing project management certifications.
The Project Management Institute (PMI), for example, offers several certification programs that can enhance your project management skills and knowledge.
Another useful certification is Certified ScrumMaster (CSM) which is a widely-recognized Agile project management certification.
A CSM certification can show potential employers that you are capable of leading a team and managing a CRM project effectively using Agile methodologies.
Remember, the goal is to understand how to execute a project from start to finish, including planning, budgeting, risk management, and delivering the finished product.
This will prepare you for the complexities of managing CRM projects and teams.
Step 8: Build a Track Record of Success in Related Roles
As a CRM manager, it’s essential to have a proven record of success in similar roles.
This not only demonstrates your capabilities but also establishes your credibility in the field.
You might have worked as a CRM analyst, CRM consultant, or even a sales representative in the past.
These roles would have provided you with a solid foundation and understanding of the customer relationship management system and its operational context.
To build a track record, start by setting measurable goals and consistently achieving or surpassing them.
You should be able to demonstrate your ability to develop effective CRM strategies, implement and optimize CRM software, and lead a team effectively.
Showcase your skills in managing customer data, designing customer segmentation strategies, and driving customer engagement.
Document and communicate your successes by keeping track of metrics and key performance indicators (KPIs) such as customer retention rates, sales revenue, customer satisfaction scores, etc.
Also, consider taking on projects that can further highlight your skills, such as implementing a new CRM system or leading a team to significantly increase customer engagement.
Remember, every success story is a stepping stone towards your goal.
Finally, ensure you have references who can vouch for your abilities and achievements.
These could be previous employers, colleagues, or even satisfied customers.
Their testimonials can further strengthen your track record and increase your chances of securing a CRM manager role.
Step 9: Network with CRM Professionals
Building a strong professional network is critical in the world of CRM.
Connecting with other CRM professionals allows you to learn from their experiences and gain insight into the industry.
This can be achieved by attending industry conferences, joining professional CRM organizations, and participating in online forums and social media groups.
Active participation in these communities not only enhances your knowledge but also presents opportunities for job offerings and partnerships.
You can also find mentors who can provide you with valuable guidance and potentially introduce you to influential figures within the industry.
LinkedIn is a powerful networking tool where you can connect with a wide range of CRM professionals.
You can join relevant CRM groups, participate in discussions and share your own insights, which can also help to establish your personal brand within the CRM community.
Don’t underestimate the power of informal networking.
Reach out to former colleagues, professors, and classmates who are working in the CRM field.
They can provide you with job leads, recommend you for positions, and provide you with an inside look into companies and roles of interest.
Remember, networking is not only about taking but also giving.
Be prepared to share your own knowledge, assist others, and provide value to the relationships you cultivate.
The world of CRM is constantly evolving, making shared learning and mutual support vital for success.
Step 10: Apply for CRM Specialist Roles
After acquiring the necessary skills and certifications, the next step is to apply for CRM specialist roles.
This could include roles such as CRM Analyst, CRM Consultant, or CRM Administrator.
These roles will provide you with an opportunity to gain hands-on experience with CRM systems, tools, and strategies.
In your job applications, highlight your knowledge of CRM systems, your ability to analyze customer data, and your skills in developing customer relationship strategies.
Also, demonstrate your understanding of how CRM works in different industries.
Remember to tailor your application to each specific job description, emphasizing the skills and experiences that best match what the employer is looking for.
Utilize online job boards, professional networking sites, and company websites to look for job openings.
Furthermore, attending industry events and networking can also provide valuable opportunities to meet professionals in the field and learn about potential job openings.
In your initial roles, you will likely work under a senior CRM manager or director.
Use this opportunity to learn as much as you can about strategic decision-making, team management, and advanced CRM techniques.
This experience will prove invaluable when you are ready to step up into a CRM Manager role.
Step 11: Seek Mentorship and Continued Learning
As a CRM Manager, you should never stop learning and seeking guidance.
The world of Customer Relationship Management (CRM) is dynamic and evolves with technological advancements and shifts in customer behavior.
Therefore, continuous learning and mentorship are crucial for your development and success in this role.
Seek out a mentor who is experienced in the field of CRM.
This could be a more senior colleague or even an external professional with a proven track record in CRM.
Your mentor can provide valuable insights into the industry, share their experiences, and guide you through challenges you might face in your role.
They can also expose you to different strategies and tools that can help enhance your CRM skills.
In addition to mentorship, consider enrolling in courses or attending webinars and workshops that focus on CRM.
This will not only boost your knowledge but also ensure you stay up-to-date with the latest trends and technologies in CRM.
There are numerous online platforms that offer CRM courses, such as LinkedIn Learning, Udemy, and Coursera.
Also, be open to learning from your team and the customers.
Regular feedback sessions can provide you with first-hand information about what’s working and what needs improvement in your CRM strategies.
Remember, as a CRM Manager, your growth is directly proportional to your learning.
Therefore, always be open to new knowledge, experiences, and mentorship opportunities.
Step 12: Apply for CRM Manager Positions
Once you have acquired the necessary education, skills, and experience, start looking for CRM Manager positions that suit your interest and profile.
Various job portals, company websites, industry forums, and LinkedIn are excellent sources to find job openings.
Thoroughly read the job descriptions to understand the responsibilities, required skills, and experience.
Tailor your CV and cover letter to highlight the experiences and skills most relevant to each job application.
Emphasize your expertise in CRM systems, data analysis, project management, and customer service.
Don’t forget to include your certifications and CRM-related projects that you have managed.
Networking can also be a powerful tool for job hunting.
Attend industry events, webinars, and meetups to connect with people who might help you land a CRM manager role.
Lastly, prepare yourself for the interviews.
Familiarize yourself with common interview questions for CRM managers and rehearse your responses.
Showcase how your background and skills make you the best candidate for the role.
Be ready to provide examples of past CRM projects and how you used data to improve customer relationships and business outcomes.
Remember, it may take time to find the right job, so don’t get disheartened if you don’t get it immediately.
Keep improving your skills and stay updated with the latest trends and technologies in the CRM field.
CRM Manager Roles and Responsibilities
CRM Managers are responsible for managing the organization’s customer relationship management strategy to enhance business relationships and increase profitability.
They utilize CRM systems to analyze customer data and make improvements to the customer service department.
They have the following roles and responsibilities:
CRM Strategy Development
- Develop and implement a CRM strategy to support business objectives.
- Ensure the CRM system provides an effective sales funnel and efficient sales process.
- Align the CRM strategy with the marketing and sales strategies.
Data Management
- Manage CRM data and segment it for targeted marketing.
- Analyze customer behavior and adjust strategies as necessary.
- Ensure data accuracy and consistency across the CRM system.
Customer Retention and Loyalty
- Create and execute effective customer retention strategies.
- Implement a customer loyalty program to enhance customer retention.
- Analyze customer feedback and implement changes for improved customer satisfaction.
CRM System Management
- Manage and maintain the CRM system to ensure its maximum efficiency.
- Train staff on the use of the CRM system.
- Work with IT team to troubleshoot and resolve CRM system issues.
Reporting
- Produce reports on CRM campaign results and provide insights.
- Track and measure CRM metrics to evaluate success and identify areas for improvement.
- Present CRM reports to senior management.
Team Leadership
- Lead and motivate the CRM team to achieve business goals.
- Oversee the recruitment, training, and performance of the CRM team.
Collaboration
- Work closely with sales and marketing departments to align strategies and ensure effective communication.
- Collaborate with external partners and stakeholders as necessary.
Compliance
- Ensure compliance with data protection legislation and best practices.
- Oversee the CRM data privacy and consent management.
Market Research
- Monitor market trends and competitor activities.
- Stay updated with the latest CRM technologies and best practices.
Communication
- Communicate CRM strategies and updates effectively to internal teams.
- Present CRM results and insights to the senior management.
Continuous Learning
- Continually learn and adapt to new CRM strategies and technologies.
- Attend relevant workshops, seminars, and conferences.
What Does a CRM Manager Do?
A CRM (Customer Relationship Management) Manager is a professional who is responsible for managing the relationship between a company and its customers through the use of CRM systems and software.
The key part of their job is to develop, plan, and implement customer relationship management strategies that improve customer satisfaction, loyalty, and retention.
CRM Managers work closely with sales, marketing, and customer service teams to ensure that all customer interactions are recorded and analyzed.
They use the data from these interactions to gain insights into customer behavior and preferences.
They are also responsible for managing and maintaining the CRM system, ensuring it functions effectively and efficiently.
This includes training staff to use the system, troubleshooting any issues, and implementing updates or improvements as necessary.
In addition, they may also create and manage targeted marketing campaigns based on customer data, in order to improve sales and customer engagement.
CRM Managers play a critical role in understanding and fulfilling customer needs and expectations, thereby contributing to a company’s growth and profitability.
Essential CRM Manager Skills
- Communication: CRM Managers must articulate strategies and ideas effectively to stakeholders, marketing teams, and sales personnel. They should be able to present data-driven insights in a clear, understandable manner.
- Customer Relationship Management: A CRM Manager must have a deep understanding of customer relationship management strategies and principles. They should be able to nurture relationships, foster loyalty, and improve customer satisfaction.
- CRM Software Proficiency: Proficient use of CRM software is crucial. CRM managers need to be comfortable using tools like Salesforce, Hubspot, or Microsoft Dynamics to manage customer data and drive customer engagement.
- Data Analysis: CRM Managers should be able to analyze customer data to derive insights, forecast trends, and develop data-driven strategies. Familiarity with data analysis tools, such as Google Analytics, is a plus.
- Project Management: CRM projects often involve coordination between different departments. Hence, project management skills, including task prioritization, resource allocation, and time management, are important.
- Sales and Marketing Knowledge: Understanding the sales cycle, marketing strategies, and how to leverage CRM tools to support these processes is a must.
- Customer Service: CRM Managers must understand excellent customer service principles, including managing customer expectations, handling complaints, and providing effective solutions.
- Problem-solving: Identifying customer pain points, resolving CRM system issues, and creating efficient solutions are critical problem-solving skills required in this role.
- Technical Skills: Basic understanding of databases, software applications, and systems integration is needed to manage CRM tools effectively and troubleshoot any technical issues.
- Teamwork: Collaboration is key in this role. CRM Managers need to work with various teams, from marketing to sales to IT, to ensure the CRM strategies are effectively implemented and targets are met.
- Leadership: CRM Managers often lead a team of specialists. Good leadership skills, including people management, decision-making, and motivational skills, are essential.
- Strategic Planning: Ability to develop and implement CRM strategies that align with the company’s business objectives and drive customer engagement is vital.
- Understanding Consumer Behaviour: To create effective CRM strategies, a CRM Manager needs to understand consumer behaviour, including buying habits, customer preferences, and demographic factors.
- Reporting: CRM Managers must be able to generate, interpret, and present CRM reports to management, providing insights on customer interactions, sales, and forecast trends.
- Privacy and Ethical Practices: Knowledge of privacy laws and ethical practices related to handling customer data is necessary in this role.
CRM Manager Career Path Progression
The Foundation: Junior CRM Specialist
Your journey usually begins as a Junior CRM Specialist.
At this stage, you are primarily focused on learning, absorbing knowledge about CRM systems, and gaining practical experience.
Your responsibilities might include maintaining customer databases, assisting in the development of CRM strategies, and managing smaller campaigns.
Here are some tips for success in this role:
- Understand CRM Systems: Gain a solid understanding of CRM systems, their functionalities, and how they can be leveraged for customer engagement.
- Learn Continuously: Stay up-to-date with the latest trends in customer relationship management and related technologies.
- Communication Skills: Develop strong communication skills, as this role often involves working with various teams within the organization.
The Ascent: CRM Coordinator
As you gain experience and confidence, you’ll transition into the role of a CRM Coordinator.
You’ll manage larger campaigns, participate in strategy development, and become an integral part of the marketing team.
Here’s how to excel in this stage:
- Data Analysis: Develop your skills in data analysis to understand customer behavior and refine CRM strategies.
- Project Management: Improve your project management skills to effectively oversee campaigns and ensure they are delivered on time and within budget.
- Collaboration: Work closely with various departments to ensure alignment in strategies and goals.
Reaching New Heights: CRM Manager
The next step on the ladder is the CRM Manager position.
At this stage, you’re recognized for your expertise and leadership within the team.
You may be responsible for shaping CRM strategies, leading a team, and driving campaigns to success.
To thrive as a CRM Manager:
- Strategic Thinking: Develop the ability to plan and execute strategic customer engagement campaigns.
- Leadership: Lead by example and motivate your team to deliver their best.
- Customer Insight: Deeply understand your customer base and use this knowledge to inform CRM strategies.
Beyond the Horizon: Senior CRM Manager and Beyond
As your career progresses, you may move into roles like Senior CRM Manager, CRM Director, or even a Chief Customer Officer.
These roles involve greater responsibilities, strategic planning, and leadership.
Here’s what to focus on:
- Strategic Leadership: Drive the strategic direction of customer engagement and customer relationship management in your organization.
- Management Skills: Develop strong leadership and management skills to lead larger teams and make strategic decisions.
- Innovation: Continue to innovate in customer engagement strategies and stay at the forefront of CRM trends.
Pinnacle of Success: Chief Customer Officer
At the peak of the CRM Manager career path, you may reach roles like Chief Customer Officer.
Here, you’ll be responsible for shaping the overall customer engagement strategy of the organization, making critical decisions, and managing larger teams.
CRM Manager Salary
Entry-Level CRM Manager
- Median Salary: $45,000 – $65,000 per year
- Entry-level CRM Managers typically have 0-2 years of experience and may hold bachelor’s or master’s degrees in business, marketing, or related fields. Their primary responsibilities include managing and analyzing customer relationships and data.
Mid-Level CRM Manager
- Median Salary: $65,000 – $85,000 per year
- Mid-level CRM Managers have 2-5 years of experience and often take on more complex responsibilities in managing customer relationships, developing customer retention strategies, and analyzing CRM data to improve business performance.
Senior CRM Manager
- Median Salary: $85,000 – $120,000 per year
- Senior CRM Managers possess 5+ years of experience and are responsible for leading CRM projects, making strategic decisions about customer relationship management, and mentoring junior CRM staff.
CRM Director / Head of CRM
- Median Salary: $120,000 – $160,000+ per year
- These roles come with significant experience and often involve directing CRM strategy, managing the CRM team, and making decisions about the use of CRM technology and data.
VP of CRM / Chief Customer Officer
- Median Salary: $150,000 – $250,000+ per year
- These high-level positions require extensive experience, deep expertise in CRM and often involve setting customer relationship strategies for a company, overseeing CRM operations, and representing customer interests at the executive level.
CRM Manager Work Environment
CRM Managers typically work in an office environment, often in sectors such as marketing, sales, customer service, or IT.
They might work for a variety of industries including tech companies, retail businesses, or financial institutions.
The role often requires working closely with other teams to ensure the customer relationship management system is being used effectively to reach business goals.
This may involve regular meetings, brainstorming sessions, and project coordination, making effective communication and collaboration skills crucial.
CRM Managers typically work full-time hours, but may need to work additional hours to meet project deadlines or address system-related issues.
With substantial experience and a successful track record, a CRM Manager might progress to a more senior role such as Head of Customer Experience or Director of CRM.
They may also have the flexibility to work remotely or freelance, depending on the organization and the nature of the projects.
FAQs About Becoming a CRM Manager
What qualifications are needed to become a CRM Manager?
Most CRM Managers have a bachelor’s degree in Business Administration, Marketing, or a related field.
Additionally, they have strong experience working with CRM software such as Salesforce, MS Dynamics, or Zoho.
They also have experience in data analysis, market research, and customer segmentation.
Soft skills like leadership, communication, project management, and strategic planning are also crucial for this role.
What does a typical career path to become a CRM Manager look like?
Many CRM Managers start their careers in sales or marketing roles, where they gain experience with customer relationship management strategies and CRM software.
Over time, they may move into more specialized CRM roles or data analysis roles, before ultimately advancing to the position of CRM Manager.
It’s also common for CRM Managers to have experience in project management or business strategy.
Can I become a CRM Manager without a degree?
While a degree can be beneficial, it’s not always a requirement for becoming a CRM Manager.
Relevant experience, particularly with CRM software and customer relationship strategies, can be just as important.
Many successful CRM Managers have backgrounds in sales, customer service, or IT, and have developed their understanding of CRM through on-the-job experience.
Is being a CRM Manager a stressful job?
Being a CRM Manager can be challenging, as it involves managing and analyzing large amounts of data, coordinating marketing strategies, and overseeing a team.
However, the level of stress can vary depending on the company and the specific responsibilities of the role.
Many CRM Managers find the job rewarding and enjoy the strategic and analytical aspects of the role.
What is the job outlook for CRM Managers in the future?
The job outlook for CRM Managers is very positive.
As businesses continue to recognize the importance of managing and improving their relationships with customers, the demand for experienced CRM Managers is expected to grow.
Additionally, the ongoing development of CRM technology means that there are always new skills and strategies for CRM Managers to learn and implement.
Conclusion
There you have it.
Setting off on the path to becoming a CRM Manager is not an easy task, but it is undoubtedly a rewarding endeavor.
Equipped with the right skills, knowledge, and tenacity, you’re well on your way to making a significant impact in the world of customer relationship management.
Remember, while the journey may be tough, the opportunities in this field are endless. Your efforts could lead to transformative strategies that redefine how businesses engage with and understand their customers.
So, take that first step. Immerse yourself in learning. Connect with industry professionals. And most importantly, never stop improving your mastery of CRM systems and strategies.
The business world is eager for the innovative solutions you can provide.
If you’re seeking personalized guidance on starting or advancing your career in CRM management, our AI Career Path Advisor is just the tool you need.
This complimentary tool is designed to offer tailored advice and resources to help you effectively navigate your career path.
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