Kathy Folts Email & Phone Number

• Responsible for customer insights and market analysis, segmentation, lead generation and a centralized marketing database reflecting demographic and firmagraphic information.
• Built database focused on segmentation to better understand the market opportunity of non-core products in support of product development strategies
• Created predictive analytical models to gain customer insight and target prospect profiles
• Leveraged data acquisition and processing activities across multiple platforms to acquire insight across the enterprise and identify cross-selling opportunities
• Led B2B lead generation efforts across all markets from small business to key accounts using both traditional methods as well as testing innovative market disruptive approaches
• Successfully managed partner relationships with a variety of data mining vendors and market research affiliates

• Secured nomination to recognize the Forbes Trail Faith in Action site as the C.A.S.E (Community Awards for Service Excellence) Small Non-Profit of the Year (2013)
• Secured grant from the Standard Bank Charitable Foundation in support of the Home Safety Check Project for the Forbes Trail and Jacobs Creek Area Faith in Action sites (2012)
• Secured grant from The Community Foundation of Westmoreland County Murrysville, Export and Delmont Endowment Fund for a new phone system at the Forbes Trail Faith in Action site (2011)
• Brainstormed new sustainable fundraising ideas to support organization
• Recruited volunteers to serve as committee members for fundraising event
• Exceeded event sponsorship goal by a factor of 6x and overall profit goal by a factor of 5x (2010)

• Responsible for sales automation, market analysis, productivity initiatives and a dynamic enterprise CRM system reaching across multiple lines of business.
• Outsourced lead entry and data integration functions to off-shore (India) service center by setting up procedures, training and tracking service level agreements
• Led custom development of territory management administration module to automate and optimize deployment of resources
• Consolidated all incentive programs into personalized dashboards for each associate in order to maximize earnings and drive year-end sales
• Analyzed sales by industry, market and client loyalty retention rates to determine optimal prospect profiles and targeted marketing efforts
• Appointed to represent business unit on corporate-wide initiatives such as CRM consolidation and alternative work solutions (AWS) to reduce real estate footprint

• Responsible for sales reporting and analysis as well as a robust CRM implementation reflecting complex sales processes, dashboard and reporting needs within a business unit.
• Managed CRM conversion project from Avenue (Saratoga Systems) to salesforce.com (SFDC)
• Implemented change management productivity improvement processes which transformed hardcopy mainframe reports electronically via Monarch software and participated in Oracle migration project
• Authored the Flex Draw and Asset-Based Incentive Payout (ABIP) portions of the Sales Associate Compensation Policy to attract and retain high performers and created job family of positions for the department
• Created database for automating 401k custom enrollment form production and program to facilitate bundling traditional offerings with new 529 College Savings Plan product
• Developed and analyzed executive sales reporting such as the Executive Flash, Monthly Trend, Blueprint Activity, Sales Effectiveness, Year-End Outlook and CRM Utilization reports

• Responsible for sales planning, KPI reporting, campaign analysis and back-office efficiency projects mobilizing the sales team to capitalize on market opportunities.
• Managed CRM conversion project from SNAP to Avenue (Saratoga Systems), installed additional lines for client-server CRM to address increasing traffic and moved server to a more secure and environmentally-friendly.
• Uploaded sales plan opportunity to MapInfo software for visually developing and defining territories to reduce territory encroachment issues and mapped partner block of business into CRM
• Calculated stock option awards for sales associates, managers and transfers and participated in compensation benchmarking studies
• Shortened time cycle of program that distributed warm leads to the field
• Sponsored first-ever internet-based sales contest for the fall selling season

• Implemented fiscal year territory logic changes in database schema and compiled survey to evaluate new sales force automation software tools
• Developed lead fulfillment processes, the Compensation Processing Guidelines manual and assisted in the development of the Sales Handbook and Policy Manual
• Rolled out updated new hire offer letter templates, a new pre-employment data collection process and the car allowance program
• Worked with marketing to define requirements and process lead lists from outside vendors and built annual lead plan based upon historical rates and annual calendar of events
• Built action plan to turnover field laptops and oversaw the entire process
• Managed revisions to sales forms through vendors and coordinated releases

• Orchestrated nationwide expansion of retirement services sales team to all markets by evaluating opportunity, product capabilities and geographies
• Built sales planning models still in use today along with resultant annual sales plans, budgets and associated financial schedules
• Developed key variables for strategic planning such as average sales associate tenure, turnover rates and average sales production (ASP)
• Changed internal processes to comply with NASD rules and regulations, processed all U4 information for Broker Dealer and adhered to continuing education (CE) requirements
• Managed the development of an Access database for reporting and enhanced the collection of data to analyze sales characteristics in detail
• Processed new letter templates to the Letter Library

• Contributed revisional language to support organization’s new By-Laws
• Developed automated report to submit treasury status to association
• Coordinated membership attending annual Army vs. Navy game

• Worked with key donors for recognition in program
• Authorized print material for invitations and program covers
• Secured information regarding guest speakers and other VIPs
• Interfaced with membership from all of the service academies

Bachelor Of Science, Mathematics/Computer Science

Certificate, Mba Essentials

Master'S Certificate, Project Management