Business Finance Team Lead (Area Sales Manager – Medical Loans)

<div class="content-intro"><h3>ABOUT TIDE</h3> <p>At Tide we help SMEs save time (and money) in the running of their businesses by not only offering business accounts and related banking services, but also a comprehensive set of highly usable and connected administrative solutions from invoicing to accounting.</p> <p>Tide is transforming the small business banking market with over 1.8 million members globally across the UK, India, Germany and France.</p> <p>Using advanced technology, all solutions are designed with SMEs in mind. With quick onboarding, low fees and innovative features, we thrive on making data-driven decisions to serve our mission: to help SMEs save both time (and money) so they can get back to doing what they love.</p> <p><strong>Tide facts:</strong></p> <ul> <li>Tide is available for UK, Indian, German and French SMEs</li> <li>Over 1.8 million members: 800,000 UK and 1,000,000 in India and growing rapidly</li> <li>Over $300 million raised in funding</li> <li>Over 2,500 Tideans globally - we’re diversity champions!</li> <li>We have offices in Central London, with a member support and technology centre in Sofia, Bulgaria, technology centres in Serbia, Romania, Lithuania and Hyderabad and offices in Gurugram and New Delhi, and in Berlin, Paris and Luxembourg.</li> </ul></div><h3>ABOUT THE TEAM</h3> <p data-start="174" data-end="752">The <strong>Member Accession Marketing Team (India)</strong> plays a critical role in driving Tide’s growth in the Indian market by acquiring and onboarding new SME members. The team builds targeted marketing strategies, ensures smooth onboarding journeys, and equips members to make the most of Tide’s financial and administrative tools. Through localized campaigns, strong stakeholder relationships, and data-led optimisation, the team ensures sustained member engagement and positions Tide as the preferred platform for Indian businesses.</p> <h3>ABOUT THE ROLE</h3> <div class="" data-block="true" data-editor="afjt" data-offset-key="fdeqr-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="fdeqr-0-0"><span data-offset-key="fdeqr-0-0"><span data-text="true">We are seeking a </span></span><span data-offset-key="fdeqr-0-1"><span data-text="true">Area Sales Team Lead </span></span><span data-offset-key="fdeqr-0-2"><span data-text="true">to drive the growth of our </span></span><span data-offset-key="fdeqr-0-3"><span data-text="true">Medical Loans</span></span><span data-offset-key="fdeqr-0-4"><span data-text="true"> offering. The primary responsibility of this role is to identify, develop, and manage strategic partnerships with healthcare providers, insurance companies, financial institutions, brokers, and other relevant stakeholders to expand and promote medical loan offerings. The Partnerships Manager will be focused on driving </span></span><span data-offset-key="fdeqr-0-5"><span data-text="true">sales and revenue generation</span></span><span data-offset-key="fdeqr-0-6"><span data-text="true"> by offering medical loans, ensuring seamless integration with partners, and building long-term relationships to foster business growth.</span></span></div> </div> <div class="" data-block="true" data-editor="afjt" data-offset-key="ff73g-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="ff73g-0-0"><span data-offset-key="ff73g-0-0"><span data-text="true">This role requires a blend of </span></span><span data-offset-key="ff73g-0-1"><span data-text="true">business development, relationship management</span></span><span data-offset-key="ff73g-0-2"><span data-text="true">, and </span></span><span data-offset-key="ff73g-0-3"><span data-text="true">financial expertise</span></span><span data-offset-key="ff73g-0-4"><span data-text="true">. The ideal candidate will have a deep understanding of the </span></span><span data-offset-key="ff73g-0-5"><span data-text="true">healthcare &amp; finance sector</span></span><span data-offset-key="ff73g-0-6"><span data-text="true"> and experience in partnership development, especially within the </span></span><span data-offset-key="ff73g-0-7"><span data-text="true">medical loans space &amp; Hospital.</span></span></div> </div> <div class="" data-block="true" data-editor="afjt" data-offset-key="ercek-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="ercek-0-0"><span data-offset-key="ercek-0-0">&nbsp;</span></div> </div> <div class="" data-block="true" data-editor="afjt" data-offset-key="1mrd7-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="1mrd7-0-0"><strong><span data-offset-key="1mrd7-0-0"><span data-text="true">Key Responsibilities:</span></span></strong></div> </div> <ul class="public-DraftStyleDefault-ul" data-offset-key="7442m-0-0"> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-reset public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="afjt" data-offset-key="7442m-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="7442m-0-0"><span data-offset-key="7442m-0-0"><span data-text="true">Identify,</span></span><span data-offset-key="7442m-0-1"><span data-text="true"> onboard,</span></span><span data-offset-key="7442m-0-2"><span data-text="true"> and maintain strategic partnerships with</span></span><span data-offset-key="7442m-0-3"><span data-text="true"> hospitals, healthcare providers</span></span><span data-offset-key="7442m-0-4"><span data-text="true">, insurance companies, brokers, </span></span><span data-offset-key="7442m-0-5"><span data-text="true">financial advisors</span></span><span data-offset-key="7442m-0-6"><span data-text="true">, and other key stakeholders to promote </span></span><span data-offset-key="7442m-0-7"><span data-text="true">medical loan offerings and drive business growth.</span></span></div> </li> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="afjt" data-offset-key="4qu46-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="4qu46-0-0"><span data-offset-key="4qu46-0-0"><span data-text="true">Drive </span></span><span data-offset-key="4qu46-0-1"><span data-text="true">sales by generating leads </span></span><span data-offset-key="4qu46-0-2"><span data-text="true">through </span></span><span data-offset-key="4qu46-0-3"><span data-text="true">healthcare providers, DSAs, FOS teams</span></span><span data-offset-key="4qu46-0-4"><span data-text="true">, and financial institutions. Develop targeted strategies to convert </span></span><span data-offset-key="4qu46-0-5"><span data-text="true">leads into loans,</span></span><span data-offset-key="4qu46-0-6"><span data-text="true"> ensuring a consistent and growing pipeline of clients.</span></span></div> </li> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="afjt" data-offset-key="43tc8-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="43tc8-0-0"><span data-offset-key="43tc8-0-0"><span data-text="true">Onboard </span></span><span data-offset-key="43tc8-0-1"><span data-text="true">large hospital chains, clinics, and healthcare institutions</span></span><span data-offset-key="43tc8-0-2"><span data-text="true"> to Tide's platform, ensuring they are actively </span></span><span data-offset-key="43tc8-0-3"><span data-text="true">engaged in lead generation for medical loans</span></span><span data-offset-key="43tc8-0-4"><span data-text="true">. Work closely with these institutions to develop tailored solutions for their patients, driving lead conversion into sales.</span></span></div> </li> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="afjt" data-offset-key="33pv4-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="33pv4-0-0"><span data-offset-key="33pv4-0-0"><span data-text="true">Create new revenue streams by leveraging partnerships. Develop campaigns with </span></span><span data-offset-key="33pv4-0-1"><span data-text="true">DSAs, FOS, and calling teams</span></span><span data-offset-key="33pv4-0-2"><span data-text="true"> to promote medical loan products, ensuring effective conversion and closing of deals.</span></span></div> </li> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="afjt" data-offset-key="643fa-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="643fa-0-0"><span data-offset-key="643fa-0-0"><span data-text="true">Lead negotiations with partners, structure deals, and collaborate with legal teams to finalize agreements that align with business objectives and regulatory requirements.</span></span></div> </li> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="afjt" data-offset-key="cqm5s-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="cqm5s-0-0"><span data-offset-key="cqm5s-0-0"><span data-text="true">Educate partners on medical loan products, ensuring they understand the features, benefits, and terms. Provide ongoing support to resolve issues and ensure smooth operations.</span></span></div> </li> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="afjt" data-offset-key="2ksb6-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="2ksb6-0-0"><span data-offset-key="2ksb6-0-0"><span data-text="true">Ensure that all partnerships and medical loan offerings comply with relevant financial, healthcare, and data privacy regulations.</span></span></div> </li> </ul> <h3>WHAT WE ARE LOOKING FOR</h3> <ul class="public-DraftStyleDefault-ul" data-offset-key="2j01t-0-0"> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-reset public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="afjt" data-offset-key="2j01t-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="2j01t-0-0"><span data-offset-key="2j01t-0-0"><span data-text="true">6 to 10 years of experience in partnership management, business development, or sales, preferably in the </span></span><span data-offset-key="2j01t-0-1"><span data-text="true">healthcare finance</span></span><span data-offset-key="2j01t-0-2"><span data-text="true">, </span></span><span data-offset-key="2j01t-0-3"><span data-text="true">fintech</span></span><span data-offset-key="2j01t-0-4"><span data-text="true">, or </span></span><span data-offset-key="2j01t-0-5"><span data-text="true">financial services</span></span><span data-offset-key="2j01t-0-6"><span data-text="true"> industries. </span></span></div> </li> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="afjt" data-offset-key="18u2j-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="18u2j-0-0"><span data-offset-key="18u2j-0-0"><span data-text="true">Experience in managing </span></span><span data-offset-key="18u2j-0-1"><span data-text="true">relationships with hospitals, Health care insurance companies is</span></span><span data-offset-key="18u2j-0-2"><span data-text="true"> highly desirable.</span></span></div> </li> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="afjt" data-offset-key="5o1rc-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="5o1rc-0-0"><span data-offset-key="5o1rc-0-0"><span data-text="true">Strong track record in building and maintaining strategic partnerships. Excellent </span></span><span data-offset-key="5o1rc-0-1"><span data-text="true">negotiation</span></span><span data-offset-key="5o1rc-0-2"><span data-text="true">, </span></span><span data-offset-key="5o1rc-0-3"><span data-text="true">relationship management</span></span><span data-offset-key="5o1rc-0-4"><span data-text="true">, and </span></span><span data-offset-key="5o1rc-0-5"><span data-text="true">communication</span></span><span data-offset-key="5o1rc-0-6"><span data-text="true"> skills.</span></span></div> </li> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="afjt" data-offset-key="22hdl-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="22hdl-0-0"><span data-offset-key="22hdl-0-0"><span data-text="true">A deep understanding of </span></span><span data-offset-key="22hdl-0-1"><span data-text="true">medical loan products</span></span><span data-offset-key="22hdl-0-2"><span data-text="true">, the </span></span><span data-offset-key="22hdl-0-3"><span data-text="true">healthcare finance sector</span></span><span data-offset-key="22hdl-0-4"><span data-text="true">, and market dynamics.</span></span></div> </li> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="afjt" data-offset-key="ag2hb-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="ag2hb-0-0"><span data-offset-key="ag2hb-0-0"><span data-text="true">Proven experience in generating revenue through </span></span><span data-offset-key="ag2hb-0-1"><span data-text="true">partnerships</span></span><span data-offset-key="ag2hb-0-2"><span data-text="true"> and </span></span><span data-offset-key="ag2hb-0-3"><span data-text="true">lead generation</span></span><span data-offset-key="ag2hb-0-4"><span data-text="true"> initiatives. Strong business development focus with the ability to convert leads into revenue</span></span></div> </li> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="afjt" data-offset-key="c42eu-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="c42eu-0-0"><span data-offset-key="c42eu-0-0"><span data-text="true">A Bachelors degree in </span></span><span data-offset-key="c42eu-0-1"><span data-text="true">Finance</span></span><span data-offset-key="c42eu-0-2"><span data-text="true">, </span></span><span data-offset-key="c42eu-0-3"><span data-text="true">Business</span></span><span data-offset-key="c42eu-0-4"><span data-text="true">, </span></span><span data-offset-key="c42eu-0-5"><span data-text="true">Economics</span></span><span data-offset-key="c42eu-0-6"><span data-text="true">, or a related field is required. An </span></span><span data-offset-key="c42eu-0-7"><span data-text="true">MBA</span></span><span data-offset-key="c42eu-0-8"><span data-text="true"> or relevant advanced degree is a plus.</span></span></div> </li> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="afjt" data-offset-key="14v8u-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="14v8u-0-0"><span data-offset-key="14v8u-0-0"><span data-text="true">Ability to work independently and collaboratively within a team. Comfortable managing multiple stakeholders and competing priorities.</span></span></div> </li> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="afjt" data-offset-key="bvqc0-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="bvqc0-0-0"><span data-offset-key="bvqc0-0-0"><span data-text="true">A genuine passion for healthcare access and driving innovation in medical finance solutions for patients and healthcare providers.</span></span></div> </li> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="afjt" data-offset-key="9nb1n-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="9nb1n-0-0"><span data-offset-key="9nb1n-0-0"><span data-text="true">Experience working with </span></span><span data-offset-key="9nb1n-0-1"><span data-text="true">financial institutions</span></span><span data-offset-key="9nb1n-0-2"><span data-text="true">, </span></span><span data-offset-key="9nb1n-0-3"><span data-text="true">healthcare providers</span></span><span data-offset-key="9nb1n-0-4"><span data-text="true">, </span></span><span data-offset-key="9nb1n-0-5"><span data-text="true">DSAs</span></span><span data-offset-key="9nb1n-0-6"><span data-text="true">, or </span></span><span data-offset-key="9nb1n-0-7"><span data-text="true">fintech companies</span></span><span data-offset-key="9nb1n-0-8"><span data-text="true"> is a plus. Previous </span></span><span data-offset-key="9nb1n-0-9"><span data-text="true">team management</span></span><span data-offset-key="9nb1n-0-10"><span data-text="true"> experience is advantageous.</span></span></div> </li> </ul> <div class="" data-block="true" data-editor="afjt" data-offset-key="bof5a-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="bof5a-0-0"><strong><span data-offset-key="bof5a-0-0"><span data-text="true">Additional Requirements:</span></span></strong></div> </div> <ul class="public-DraftStyleDefault-ul" data-offset-key="bhhq2-0-0"> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-reset public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="afjt" data-offset-key="bhhq2-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="bhhq2-0-0"><span data-offset-key="bhhq2-0-0"><span data-text="true">Travel may be required to meet with partners and clients.</span></span></div> </li> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="afjt" data-offset-key="hqh7-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="hqh7-0-0"><span data-offset-key="hqh7-0-0"><span data-text="true">Ability to work independently as well as part of a team.</span></span></div> </li> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="afjt" data-offset-key="6kpij-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="6kpij-0-0"><span data-offset-key="6kpij-0-0"><span data-text="true">Previous experience working with a bank, fintech, or digital bank will be a plus.</span></span></div> </li> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="afjt" data-offset-key="13mr7-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="13mr7-0-0"><span data-offset-key="13mr7-0-0"><span data-text="true">Previous team handling experience will be a plus.</span></span></div> </li> </ul> <h3>WHAT YOU’LL GET IN RETURN</h3> <ul> <li>Competitive salary&nbsp;</li> <li>Self &amp; Family Health Insurance</li> <li>Term &amp; Life Insurance</li> <li>OPD Benefits</li> <li>Mental wellbeing through Plumm</li> <li>Learning &amp; Development Budget</li> <li>WFH Setup allowance</li> <li>25 Annual leaves</li> <li>Family &amp; Friendly Leaves</li> <li>Stock Options</li> </ul><div class="content-conclusion"><h3>TIDE IS A PLACE FOR EVERYONE</h3> <p>At Tide, we believe that we can only succeed if we let our differences enrich our culture. Our Tideans come from a variety of backgrounds and experience levels. We consider everyone irrespective of their ethnicity, religion, sexual orientation, gender identity, family or parental status, national origin, veteran, neurodiversity or differently-abled status. We celebrate diversity in our workforce as a cornerstone of our success. Our commitment to a broad spectrum of ideas and backgrounds is what enables us to build products that resonate with our members’ diverse needs and lives.&nbsp;</p> <p>We are One Team and foster a transparent and inclusive environment, where everyone’s voice is heard.</p> <p>&nbsp;</p> <p><em>At Tide, we thrive on diversity, embracing various backgrounds and experiences. We welcome all individuals regardless of ethnicity, religion, sexual orientation, gender identity, or disability. Our inclusive culture is key to our success, helping us build products that meet our members' diverse needs. We are One Team, committed to transparency and ensuring everyone’s voice is heard.</em></p> <div class="p-rich_text_section">&nbsp;</div> <div class="p-rich_text_section"><strong>Disclaimer</strong></div> <div class="p-rich_text_section">&nbsp;</div> <div class="p-rich_text_section"><em>It has come to our attention that individuals or agencies are falsely claiming to represent Tide and are reaching out to candidates regarding job opportunities. Please be aware that:</em></div> <ul class="p-rich_text_list p-rich_text_list__bullet p-rich_text_list--nested" data-stringify-type="unordered-list" data-list-tree="true" data-indent="0" data-border="0"> <li style="font-style: italic;" data-stringify-indent="0" data-stringify-border="0"><em>Tide does&nbsp;<strong data-stringify-type="bold">not</strong>&nbsp;charge any fees at any stage of the recruitment process.</em></li> <li style="font-style: italic;" data-stringify-indent="0" data-stringify-border="0"><em>All official Tide job opportunities are listed exclusively on our&nbsp;<a href="https://www.tide.co/careers/" target="_blank"><strong data-stringify-type="bold">Careers Page</strong></a>&nbsp;and applications should be submitted through this channel.</em></li> <li style="font-style: italic;" data-stringify-indent="0" data-stringify-border="0"><em>Communication from Tide will only come from an official&nbsp;<strong data-stringify-type="bold">@tide</strong><strong data-stringify-type="bold">.co</strong>&nbsp;email address.</em></li> <li style="font-style: italic;" data-stringify-indent="0" data-stringify-border="0"><em>Tide does not work with agencies or recruiters without prior formal engagement, and we do not authorize third parties to make job offers on our behalf.</em></li> </ul> <p><em>If you are contacted by anyone misrepresenting Tide or requesting payment, please treat it as fraudulent and report it to us immediately at <a href="mailto:talent@tide.co" target="_blank">talent@tide.co</a><br>Your safety and trust are important to us, and we are committed to ensuring a fair and transparent recruitment process.</em></p> <p>&nbsp;</p> <p><em><em data-stringify-type="italic">Tide leverages AI to enhance our hiring experience. You can read more about how we use AI in our recruitment process in our <a href="https://assets.ctfassets.net/3h69mkdgxn20/5MFtWSdG8YLKq3jZkK52NY/3f18633073e6cdbd03bba4b9791c64f4/Using_AI_throughout_the_Hiring_Process.pdf" target="_blank">AI Policy</a>.</em></em></p> <p><em><em data-stringify-type="italic">Your personal data will be processed by Tide for recruitment purposes and in accordance with </em><em data-stringify-type="italic"><a class="c-link" href="https://assets.ctfassets.net/3h69mkdgxn20/4TE0uAE3SXomATDVneocNA/aa31893960b4064dd406ad15d029dcd3/Recruitment_Privacy_Notice.pdf" target="_blank" data-stringify-link="https://assets.ctfassets.net/3h69mkdgxn20/1MYf6q4ZMWugpeaROVETBN/526e9c160a2de03576413c81657c6466/Recruitment_Privacy_Notice__Final_Draft__Sep_2024_.pdf" data-sk="tooltip_parent">Tide's Recruitment Privacy Notice</a></em><em data-stringify-type="italic">.</em></em></p></div>