Kim Kay Spano

• Responsible for delivering and executing an enterprise strategy for maximum profitable revenue and EBITDA growth, while building out a high performing sales and marketing organization and retaining a top performing team.
• 700M Revenue responsibility, 2023 same store growth of 9% YOY. 133M EBITDA, 2023 same store growth of 18% YOY. Improved attrition in Hospice service line from over 55% in 2022 to 32% in 2023. Integrated 2 new agencies, achieved pro-forma expectations with minimal turnover. Reduction in sales cost by 1.2% with efficiencies and compensation plan improvements.
• Exceeded goals by implementing motivating overdrive initiatives centered around strategic plan. Density and market share improvement in all states but 1 in 2023 versus 2022, expansion markets added for additional growth.
• Architect for the vision of where Elara can win and developed clear plan of execution on the go to market strategy that maximizes all assets of the organization. Role is responsible for ensuring the 400+ sales force and 40+ VP level team members are developing deep relationships in their communities with MD's, Facilities, ACO, and Insurance payors.
• Responsible for building a winning culture that is high performing and metric driven. 2022 Culture Executive Leadership Winner.
• Develop and maintain key relationships and partnerships with industry experts and leaders for growth, advocacy, and regulatory involvement.
• Drive Sales execution and bring consistency and predictability to expectations, instill sales discipline, educate, and drive accountability with sales leaders.
• Build a well functioning sales operations teams to deliver data, tools, and insights that the sales team, leadership, and organization needs to drive business effectively.
• Collaborative thought partner and enterprise thinker with operations and executive leadership team.
• Ensure the marketing team and sales training team are well equipped with the tools and newest technology to elevate, educate, and promote the brand.
• Increased revenue by implementing effective sales strategies in sales cycle process from prospecting leads through close.
• Foster intra-organizational teamwork by initiating communication campaigns and working with other organizational areas to accomplish goals. Model solid employee relations skills and knowledge of workplace ethics and diversity
• Ensure the sales organization sets and clearly conveys standards that challenge, develop, and growth the team. Provide feedback on performance including encouragement and constructive conversations. Development of a career path and industry leading, competitive reward for achievement of goals and objectives.

• Promoted from Regional Vice President
• 310M revenue responsibility with same store YOY growth of 8.1% in 2022 and 13.1% in 2023. Prior performance had less than 3% growth in division
• Developed and implemented new sales processes and strategies to reach short term goals and establish long term, sustainable organizational growth.
• Identified opportunities to improve business process flows and productivity.
• Redesigned hiring tools and core competencies for improved productivity and attrition. Influenced leaders to utilize tools while hiring and training new team members.
• Presented and discussed strategy and initiative progress with executive leaders and sponsors.
• Developed measurement tools, dashboards, and reports to track metrics on adoption and effectiveness of initiatives.
• Cultivated positive relationships with employees by implementing town halls and quarterly business reviews events to resolve issues, provide feedback and brainstorm.
• Networked with customers, prospects and partners at conferences and trade shows.

• Promoted from Regional Sales Director, Responsible for Southern Region including LA, OK, MO, TX, AR
• 160M Revenue Responsibility, directly lead team of Regional Sales Directors (changed to Area Vice Presidents)
• Respected with a demonstrated track record in metro and rural markets. Able to create a vision around the tactical sales process and strategic growth needed, then execute.
• Responsible for New Account and Key Account growth, region saw 38% growth under leadership.

• Created robust sales plans and set territory quotas.
• Researched customer needs, market trends and competitor activities.
• Managed day to day activities of sales plan and increased market share from 11 in market to top 3 provider.

• Home Care Associates, Blake Management Group, Hilliard University Art Museum
• Supported clients with business analysis, sales process development, marketing resources, documentation, and data modeling.
• Liaised with customers, management, and sales team to better understand customer needs and recommend appropriate solutions.
• Aligned closely with business owners and employees to gather information and gain operational insight.
• Managed multiple deadlines across several businesses to meet dynamic needs of multiple clients.
• Prepared presentations to explain revisions, enhancements and process improvements of organization's systems and programs.

Promoted multiple times within organization.

• (Dec 2011-July 2014 Regional Sales Director, December 2011-September 2009 Senior Community Relations Director)
• Supervised the largest revenue generating region in the division, generating 4.1M monthly across 12 facilities.

• Promoted multiple times within organization. (July 2007-August 2008 Account Executive, August 2008-October 2008 Key Account Sales, October 2008-August 2009 Key Accounts Manager)
• Managed Key Accounts and development of new business for local and national publications.
• Secured high-value accounts through consultative selling, effective customer solutions, and promoting compelling business opportunities.
• Analyzed key competitors to respond to competitive threats.