Entrepreneurialism is etched into Kimberly A. Fulford’s DNA. Both of her parents were business owners, and Fulford was inspired by their example. She came to know the abundance of guts and hard work that goes into building a business. Fulford’s background is a key reason she’s well suited as senior VP of owner success at Top 40 firm AIA (asi/109480).

“What motivates me is helping our owners succeed and leading a team to support our community,” Fulford says. “I watched my parents compete every day to provide service with quality and integrity. I see our owners doing the same. My goal is to always ensure AIA develops and supports the programs owners need to be successful.”

Fulford joined AIA in the latter half of 2018, contributing to a company-wide 11% annual sales rise to about $195 million – a gain driven by organic growth and new owners joining. Fulford figures to play a vital role in powering AIA toward reaching its lofty 2019 goals, which include adding at least 20 new owners and building top-line revenue to $210 million.

A former president and also VP of franchise development for Regency Franchise Group – a franchiser born from distributor Regency Business Solutions (asi/306196) – Fulford has the skills to help transform AIA’s objectives into reality, says AIA CEO Matt Gresge. “We know she’ll be an advocate and voice for our owners,” he adds.