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Details of bobbydarnell


bobbydarnell

Principal

Atlanta, Georgia, United States
Industry Category: Related Professions
Relocation Preferences: Southeast
Personal Website Link:: http://cmconl.com
Business Development and/or Marketing Executive

bobbydarnell'S Overview

Resume:

Bobby Darnell

4715 Connie Mara

Suwanee, GA  30024
 
770.887.4941 – Phone   ·   bobbydarnell[AT]cmconl.com
 
 
HIGHLIGHTS OF QUALIFICATIONS: Over 25 years of business development, sales, marketing, management, account management, operations, project and product development experience.  My career has been built upon skills in, consultative and relationship sales, sales & marketing, customer relationship management, client relationships, strategic partnering, corporate development, building strategic alliances, mergers & acquisitions, research, project management, P&L responsibility, data mining & development and training.
 

07/2001 – Present              Construction Market Consultants, Inc., Atlanta, GA – Principal and Founder
 
Construction Market Consultants is a consulting firm assisting business entities in the A/E/C and retail industry with business development, management, marketing, sales, profitability, research, process management and business partnering.  Construction Market Consultants client base includes local, regional and national general contractors, architectural firms, software, building product manufacturers, subcontractors, industry publications and other related entities.

 
  • Founder
  • Write and develop client’s business plan, business development and marketing plans, coach on the implementation of same
  • Full responsibility for answering all RFP’s, qualifying prospects, sales presentations and overseeing all marketing
  • Created, sold and taught Business Development Workshop for large subcontracting firms
  • Created sold and implemented the industries first “Interactive Business Development Solution” for general contractors
  • Developed database for tracking land activity and property acquisition for clients as potential pricing opportunities
  • Developed business development system of tracking 22 metro counties and 17 metro cities planning and zoning applications
  • Developed relationships on behalf of clients to bring in new pricing opportunities
  • Work with developers on land acquisition, pro forma assistance, acquiring design/build, zoning hearing representation, etc.
  • Process consulting with software manufacture client for large regional and national homebuilders
  • Consulted with management committees of retainer based clients on policies, processes and company procedures
  • Review current business development and marketing practices and create new strategies and value propositions
  • Developed clients web sites, all collateral materials, logos and internal business processes
  • Presented 17 proposal resulting in 14 signed contracts for consulting services in first year of business
  • Past columnist for “Atlanta Construction News” for business development, sales and marketing issues
  • Responsible for the development of all collateral materials (print, banner ads, business cards, letterhead and website)
  • CRM Consulting for construction data content, business development, pipeline management, etc.
  • H&R Block, Genuine Parts, Menards, Wal-mart, JC Penney, IKEA, Sears, K-mart, Electrolux, Dollar General, Adidas, Target,
R.J Reynolds, Burlington Coat Factory, Under Armour, Kohl’s and more – National Retailers I have gotten my clients in as an approved vendor and/or contracts.
  • Author of ‘Building New Business’ – a sales, marketing and business development blog for the A/E/C marketplace and winner of the 2010 ‘Best Construction Blog’ hosted by ‘Construction Marketing Ideas’.  This was out of 38 nominated blogs in an international competition.
 

09/2011 –11/ 2012              RGIS – Business Development – (12 month contract)

RGIS has been providing retail services since 1958RGIS is the market leader in supply chain, inventory, insights, merchandising and optimization solutions.  Their services include but are not limited to: inventories, new store sets, store remodels, supply chain, store mapping, merchandising, resets, and store optimization. RGIS is based in Auburn Hills, MI but deploy employees in more than 40 countries.  I was hired to lead the charge in new business development for the growth engine, their Retail Services Division.  This division handles construction activities in setting new stores and large, national store remodel programs.  I signed a one-year employment contract in September, 2011.  (Signed a 12 month employment contract)
 
  • Reporting to Division Vice President at first, then reported to EVP of Sales & Marketing
  • Full responsibility for answering all RFP’s, qualifying prospects, sales presentations and overseeing all marketing
  • Responsible for defining the key growth opportunities/prospects
  • Developed CRM database for lead tracking, prospecting, estimating, cost analysis and data mining
  • Completed all aspects of the vetting process to allow RGIS to become an approved vendor for Family Dollar, Tractor Supply, Petco, Petsmart, The Container Store, Rite Aid, as well as over a dozen national/regional general contractors
  • Brought in over $18,000,000 in short list, pricing opportunities.
 


 

Bobby Darnell – Resume                                                                                                                         Page Two


02/2009 –04/ 2011           Signature Retail Services, Inc. – Vice President – Construction Sales – (12 Month Contract - Extended)
 
Signature Retail Services is a Chicago-based project management and construction related service provider. Signature’s coverage is national having done work in all 50 states in 2009.   Signature provides national new store rollouts, new store sets/resets, installation of graphics, fixtures, site surveys, logistics, project management, retail consulting and more.   As Vice President of Construction Sales I am responsible for developing relationships with national retail chains as well as manufacturers, bringing in new business and revenue and working with Operations to build residual revenues.
 
  • Reporting to President and CEO
  • Full responsibility for answering all RFP’s, qualifying prospects, sales presentations and overseeing all marketing
  • Responsible for defining the key growth opportunities/prospects
  • Responsible for the development of all collateral materials
  • Developed CRM database for lead tracking, prospecting, estimating, cost analysis and data mining
  • Developed proposal process by working side by side operations to manage client expectations and execution delivery
  • Completed all aspects of the vetting process to allow Signature to become an approved vendor for Kohl’s, Sears/K-mart, JC Penney, Belk’s, Kohl’s, Radio Shack, Wal-mart, Facility Source, IKEA, Menards, NAPA – Genuine Parts, H&R Block as well as over a dozen national/regional general contractors
  • Brought in over $26,000,000 in short list, pricing opportunities.
  • Completed Signed Contracts for Wal-mart, Kohl’s, Family Dollar, Dollar General, K-mart
 
 
12/2005 – 04/2008              The Beam Team, Inc. – Director of Business Development – (12 Month Contract - Extended)
 
The Beam Team is a three and a half year old start up, national retail service provider headquartered in Atlanta, GA with offices in Los Angels, Dallas, Chicago, Baton Rouge and New Jersey.  The Beam Team provides national new store rollouts, new store sets/resets, installation of graphics, fixtures, kiosks, site surveys, logistics, project management, retail consulting and more.  As the Director of Business Development I am responsible for developing relationships with national retail chains as well as manufacturers, bringing in new business and revenue and working with Operations to build residual revenues.
 
  • Reporting to the president and founder
  • Full responsibility for answering all RFP’s, qualifying prospects, sales presentations and overseeing all marketing
  • During my first 12 months, increased outside revenues from $400,000 to $3.2 million
  • During my second 12 months, increased outside revenues from $3.2 million to $6.1 million
  • Sold one account that more than quadrupled previous years revenues
  • Created business development and marketing plan
  • Responsible for defining the key growth opportunities/prospects
  • Responsible for the development of all collateral materials (print, banner ads, business cards, letterhead and website)
  • Developed CRM database for lead tracking, prospecting, estimating, cost analysis and data mining
  • Developed proposal process by working side by side operations to manage client expectations and execution delivery
  • Served on NARMS PIC (Professional Installation Company) Committee
  • Managed all aspects of three national trade shows including overseeing the design and creation of new trade show booth
  • Nominated for four “Harvey Awards” (Award of excellence honoring founder’s father)
  • Brought in new clients such as Target, Sears/K-mart, Grainger, Dollar General, Steve & Barry’s, Electrolux and more
  • Negotiated all marketing initiatives including magazine ads, banner ads, corporate, tradeshow and event sponsorship


03/2001 – 03/2002              Key Construction Services, Atlanta, GA – Sr. Director of Business Development
 
Key Construction Services, an Atlanta based Design/Build General Contractor with a primary focus on retail, restaurant and office projects and is architecturally licensed in 30 states with general contracting licenses in 10 states.  As the Director of Business Development I was responsible for developing relationships with national owners, developers and architectural firms promoting and negotiating contracts for Design/Build services.  Key Construction Services’ project price point range is $50,000 - $1.5 million.
 
  • Reporting to the president and CEO
  • Managed Sales team of two additional Business Development employees
  • Negotiated over 50 private, invited, pricing opportunities with an estimated construction value over $30 million
  • Developed recall and project tracking database of statewide development activity and processes as well as territory definition
  • Developed CRM database for lead tracking, prospecting, estimating, cost analysis and data mining
  • Developed Key Construction Services first web site
  • Developed current corporate brochure and project marketing materials
     
 
Bobby Darnell – Resume                                                                                                                                                                   Page Three


03/1988 –03/ 2001              Construction Market Data [CMD], Atlanta, GA (various career positions follow)
 
CMD is an information provider for the commercial construction, design and development industry.  CMD tracks commercial development from pre-planning and design through subcontractor bidding.  [In the spring of 2000, Cahners Business Information, a subsidiary of Reed Elsevier, acquired Construction Market Data for $300 million.]
 
In 1996 was made an equity partner in Construction Market Data for my extensive role in:
 
  • Increasing revenue from <$1 million to $168 million
  • Expanding market coverage from a regional (seven states) to a national and international presence (50 states and 14 countries)
  • Growing the business through expansion, joint ventures and acquisitions from 100 to 1,500 employees
 
 
1999 – 2001 Director of National Accounts
 
  • Served on CMD’s Executive Management Committee and reported to the president
  • Managed three departments: Product Support (which included helpdesk/call center and technical and non-technical trainers); Account Management and Client Service Administration with the goal of maximizing client satisfaction
  • Consultative sales, CRM and customer presentations at all levels to the nation’s largest building product manufacturers such as Sloan Valve, Johns Manville, Owens Corning, Dal-Tile, etc.
  • Responsible for revenue retention for all large national accounts, obtained an 83% renewal rating on $22 million BIE.
  • Created value propositions that increased awareness of data and data management products, through relationships developed with influential principals and key institutions
  • Created, developed and implemented CMD’s national contract database for tracking and forecasting sales revenues, territory assignments, customer usage, Sales Representatives to Account Manager pairings and other forecasting model
  • Developed business strategies to understand, anticipate and manage the needs of our current and potential customers
  • Developed and implemented Customer Relationship Management processes and strategies
  • Directed the creation of “CMD Customer Care University” internal training program
  • Combined business development, consulting, and client relations between Customer Care, Research and National Sales
  • Created, managed and successfully met a $1.6 million annual budget
 
1996 – 1999 Director of National Development
 
  • Reported to president
  • Created, developed and sold CMD’s “Information Partnering” Program
  • Successfully led a five member sales team in selling CMD’s “Information Partnering” program and developing business partnerships for CMD Exchange (CMD’s private Internet information portal)
  • Enjoyed 100% close rate with all targeted firms (VP and C-Level presentations to ENR Top 100 A/E firms)
  • Responsible for training partnering firms use of CMD Software in group settings, one-on-one and over the phone
  • Consulted with CMD’s National Development Division on building relationships with national developers and owners and other information partners
  • Increased awareness of data and data management products through relationships developed with influential principals and key institutions
  • Responsible for partner communications, software updates while developing customized solutions to each partner
     
1994 – 1996 Director of Product Development
 
  • Reported to Vice President of Corporate Development
  • Successfully co-directed operation “End Run” initiative that expanded our market by 34% (17 states) to provide national product coverage resulting in an 18% overachievement on revenue for the year and through this effort, the company was able to generate $35 million in additional revenue, four years ahead of schedule
  • Interviewed, hired and trained 30 employees for two-year project to complete CMD’s coverage for the United States
  • Consulted and trained National Sales Representatives on relationship building with current accounts and prospects
  • Created, managed and successfully met a $1.3 million budget
  • Traveled extensively (up to 50%) to local coverage areas for source relationship meetings and presentations
  • Created seminar to promote “Architects First Source” product directory, gave seminar all over United States
 





Bobby Darnell – Resume                                                                                                                                                           Page Four


1989 – 1994 Director of Corporate Development

 
  • Reported to CEO
  • Due diligence, developed and implemented transitional plans for mergers and acquisitions
  • Identified and developed symbiotic relationships with national developers
  • Opened 18 new CMD branch offices including office space, equipment, services and asset acquisitions
  • Created, developed and led three-day national training program for research associates and sales reps
  • Created end user forms, publications, value propositions and templates for data management process
  • Represented CMD at local, regional, national conventions and formal events
  • Developed and maintained relationships with local, state and federal procurement departments for lead generation
 
1988 – 1989 Research Associate
 
  • Reported to local Branch Editor
  • Managed a CRM database of 225 local architectural firms, developed relationships for information exchanges, tracked design progress for commercial construction projects, managed project data, developed call and source visit schedules
  • Developed and maintained relationships with local, state and federal procurement departments for lead generation
  • Created and developed CMD’s “Design Lead” program for sharing potential design commissions with data sources
  • Designed project graphics for CMD’s first corporate brochure

 

 
ADDITIONAL QUALIFICATIONS:
 
  • Creator and author of ‘Building New Business – General Contractors.  An interactive Business Development Solution
  • Able to create, inspire and lead a world class team in sales, operations and account management
  • Proficient in Salesforce, Zoho,  FileMaker, Microsoft Outlook, Word, Excel, FrontPage, PowerPoint, Publisher, Avidian
  • Drive and leadership, competence to grow and develop a product or project support team
  • Ability to delegate work to others and supervise the completion of projects
  • Excellent people and communication skills as well as public speaking
  • Ability to work across functional areas within a company
  • Dedicated, patient, loyal and honest


EDUCATION:
 
University of Georgia, Athens, GA – BBA (Finance)
 
Georgia Institute of Technology – College of Management – Marketing Strategies: Building Brands and Driving Sales – 2007
 
Jack Miller Seminars – Marketing Construction Services
 
 

CURRENT AND PAST ASSOCIATION AFFILIATIONS

 
AIA – American Institute of Architects

CSI - The Construction Specifications Institute

BOMA – Building Owners and Managers Association

SMPS – The Society for Marketing Professional Services

ICSC – International Council of Shopping Centers

AGC – Associated General Contractors of America

DBIA – Design-Build Institute of America

SARA – Society of American Registered Architects

MITEF – MIT Enterprise Forum


ABC – Associated Builders and Contractors

Bobby Darnell – Resume                                                                                                                            Page Five

CURRENT AND PAST ASSOCIATION AFFILIATIONS – Continued


SCUP – Society for College and University Planning

ULI – Urban Land Institute

NARMS – National Association of Retail Marketing Services
                (Served for two years on the NARMS Professional Installation Companies Committee)

NACS – National Association of Convenient Stores

NASFM – National Association of Store Fixture Manufacturers
 
NHMA – National Hotel and Motel Association
 
 
INTERESTS:
 
Philosophy, Brazilian Jiu Jitsu, Magic, Golf, Tennis, Reading, Music/Guitar, Music Recording, Writing, Grilling
 
Investor in ‘ArtsLife Entertainment Group’ – Promoting ‘The Songwriting Life’ - Three nationally know Nashville based songwriters in a corporate setting performing their songs as recorded by the likes of Alan Jackson, Jimmy Buffett, Keith Urban, Kenny Chesney, Bonnie Raitt, Travis Tritt, Tanya Tucker, Trisha Yearwood and more
 
 
OTHER:
 
Current Consulting Contract With New York Based Financial Group – Advising Monthly On Commercial Construction And Development

Winner of three ‘Harvey Awards’ for Business Excellence
 
Voted ‘Best Answer’ 13 Times on LinkedIn Q&A for Business Development, Lead Generation and others
 
Author of A/E/C Sales & Marketing Blog: “Building New Business” www.buildingnewbusiness.com which was nominated and voted ‘Best Construction Blog – 2010 – sponsored by Construction Marketing Ideas
 
Author of ‘Building New Business – General Contractors’ Levels I, II, III – an interactive business development program

Author of ‘Building New Business – Sub Contractors’ Levels I, II, III – an interactive business development program
 
Author of ‘Social Media for Geniuses…at Things Other Than Social Media’™
 
Author of ‘LinkedIn for Geniuses…at Things Other Than LinkedIn’™
 
Author of ‘Lead Generation for Geniuses…at Things Other Than Lead Generation’™

Author of ‘Prospecting for Geniuses…at Things Other Than Prospecting™
 
Salesforce.com CRM Consultant and Partner

Zoho CRM Consultant and Partner
Related keyword: Business Development, Marketing, Sales, Operations

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