About John Bankes

JOHN BANKES

 Mobile: (248) 761-3181 / jbankes@gmail.com

I’m seeking an opportunity to utilize my background to help others increase their success. I have strong coaching, leadership, and successful double digit growth throughout my career in direct sales, sales management, and effective leadership.

A few highlights:

• A decade of time using Salesforce products and five years of Microsoft Dynamics.

• Recipient of many annual awards based on exceeded sales objectives and exceeded goals / targets with consistent double digit growth

• Consistently exceeded double digit sales targets finding creative ways to overachieve sales goals

• Created and grew small sales teams into large matrix sales teams

• Engaged in dozens of acquisition targets throughout my career with successful outcomes

• Participated in many due diligence processes throughout my career with many successfully executed and integrated

• Embraced various formal sales training classes such as, Miller Heiman, SPIN, and Holdman sales strategies which I’ve been able to apply in my areas of operation

• Coached and led many colleagues through sales processes while keeping them engaged

• Proven exceptional communication and organization skills

• Avid reader with a continued thirst for gaining additional skills, applying technology to any situation and many industries of knowledge

My diverse background proves to be advantageous and provides me with the ability to adapt to new environments easily. Together, I believe I can help your already successful company soar to new heights.

Thank you in advance for your consideration and I look forward to our next steps.

Regards, JB

John Bankes

248-761-3181

jbankes@computerbankes.com

JOHN BANKES

 Mobile: (248) 761-3181 / jbankes@gmail.com

BUSINESS DEVELOPMENT EXECUTIVE, LEADER, COACH

• Expertise in direct selling, and growing both direct and indirect sales worldwide

• Coaching, leading by example, direct sales, sales management, and technical expertise across industries

• Salesforce and Microsoft Dynamics expertise

• Repeated success as a change agent

• Global multinational company experience

• Multiple successful IPOs and acquisitions 

EXECUTIVE SUMMARY

I am a very successful, high performing sales and strategy executive with an excellent track record of performance, communication, and superior leadership skills. I have created highly motivated sales management teams dedicated to achieving exceptional results by exceeding sales targets, driving increased revenue, profitability, and market share. I have successful experience in leading businesses consistently to sales excellence with double digit growth, year-over-year.

PROVEN EXPERTISE

• Sales, marketing, and new business development

• Profitability and margin improvement

• Consistently exceeded annual sales targets

• Deep technological understanding

• Strategy execution and organizational leadership

• Channel and alliance partner expertise

• Forecasting, account planning, sales operations

• Consistent and repeatable performance

• Mergers, acquisitions, and integration alliances

• Contract negotiations and strategic alliances

• Strong communication skills and highly organized

• Consolidation or expansion strategy

PROFESSIONAL EXPERIENCE

Vice President Commercial Vehicle and Fleet Advisory Solutions, Escalent Inc. 2022 - Current

Brought in to build a new suite of subscription-based solutions that will transform the Commercial Vehicle Industry. We are building the product insights, software development team, and launch plan while building deep insightful solutions for the Commercial Vehicle Fleets, OEM's, Suppliers, and Upfitters. Escalent is in a unique situation to capitalize on years of primary research that will now be transformed into subscription offerings for consumption in a variety of Commercial Vehicle, light, medium, and heavy-duty solutions.

Selected achievements:

• Defined and closed a multi-year exclusive partnership to provide valuable demand data focused on the commercial vehicle industry.

• Supported the successful acquisition of a prominent forecasting company to provide detailed visibility in the supply aspect of the commercial vehicle industry.

• Acquired resources to build a global SaaS based commercial vehicle portal to host supply and demand data creating a unique solution that has never existed in the industry.

Sr. Director of Business Development, AutoForecast Solutions LLC. 2019 - 2022

Built the sales and marketing efforts that increased industry awareness to all suppliers supporting the automotive industry. Led the sales efforts to grow the company nearly 100%, year-over-year. These efforts include channel management, strategic alliances, and hunting new revenue from both existing customers and new logos. Provided valuable information to all suppliers, financial institutions, and anyone that needed greater visibility into the automotive industry. Supported the efforts of creating a complete view of the automotive horizon for everyone. Helped build the only complete turnkey provider of production forecasting, business intelligence solutions, and advisory services to the global automotive industry leveraging unique tools and solutions.

Selected achievements:

• Grew SaaS based revenue nearly 100% year-over-year.

• Closed single largest multi-year six figure customer solution.

• Created new value propositions that created customer focused solutions and drove successful customer interactions.

Director of Business Development, Custom Business Solutions Inc. 2018 - 2019

Was responsible for all new business sales and marketing for a 20+ year technical recruiting and development company. Targeted large accounts for new business growth by leveraging my existing network for incremental business. Managed the company website, LinkedIn, Twitter, Yelp, YouTube, Pinterest, Facebook, and Instagram social media sites and focused on standardizing the messaging and brand reinvention. Created several new offerings to take advantage of undocumented processes and procedures that brought clarity to new value propositions and engagements.

Selected achievements:

• Created targeted account strategy for large new business growth of over 22%.

• Built a customized offering, “White Glove Process”, that supported an overall recruiting strategy of over $5M in recurring revenue.

• Incubated offering of Technical Centers as a Service (TCaaS) revenue model.

Vice President of Business Development, Elite Interactive Solutions 2017-2018

Sales and marketing lead for Elite Interactive Solutions Inc. (Elite ISI), the Leader in Remote Guarding. Managed both the sales and marketing efforts. The team utilized artificial intelligence, military grade equipment and a unique solution to provide security at an entirely new level. Worked to transform a 10 year old start-up into a technology leader, applying technological knowledge, security background, and diverse sales coaching leadership to quickly increase sales. Standardized the forecasting process and brought accountability to the entire company in a short period of time. Primary focus was new business acquisition, expansion of existing relationships, and a build out of existing customers.

Selected achievements:

• Rebuilt the selling efforts with new sales colleagues, marketing strategies, and clean-up of legacy processes.

• Managed both sales and marketing to remove distractions and quickly bring laser focus to the value proposition and selling methodology.

• Oversaw the company’s investment strategy, achieving growth of 120%, YOY of Recurring Monthly Revenue (RMR).

• Supported the entire life cycle of our customer engagement including new customer acquisition, installation, service, and renewals.

• Created a balanced approach of farming existing customers for additional business and grew new logo acquisition by nearly 25%.

• I have a proven selling approach, value proposition definitions to achieve long term contracts, very successful relationships, and often exceeding 12 months in contracted business.

Vice President of Business Development, Tweddle Group Inc.  2015 - 2017

Sales leader for Tweddle (Family Name) Group, a Tier 1 business services supplier to many industries. Managed the Global business development effort and created double digit growth in both revenue and profits. Worked directly with global customers who provided a variety of technical publications to expand the connected vehicle offerings and enhanced digital offerings. Grew the global business from $180M to over $200M in a single year. With over 800 globally based colleagues, Tweddle is considered a best in class provider of critical information.

Selected achievements:

• Expanded In-Vehicle-Help (IVH) product roadmap, increasing capability to support vehicle connectivity and cloud services for multiple industries. 

• Tripled revenue from $1M to $3M and increased customer acquisition by 300%.

• Created End-Of-Line (EOL) advanced wiring diagnostic software solution for Plant floor manufacturing testing, creating a multi-million-dollar new revenue stream. 

• Ramped revenue stream from zero to $1M in the first 10 months.

• Drove Tweddle to the best year in the 50+ years of the company’s existence. 

• Increased profitability by 12% while increasing spend on research and development.

Vice President of Sales, IHS Global Inc. (Now S&P Mobility) (IPO) 2005 - 2015

Vice President of Americas Diversified Markets managing the revenue growth of nearly $75M in annual sales across six sales teams, composed of 50+ sales colleagues. Utilized strong integration skills and organic sales growth strategies for optimization of acquisitions. Consistent annual award winner during all 10 years of selling with the largest team of individual award winners and highest organic revenue growth across IHS Global Inc.

Selected achievements:

• Promoted to manage the creation and building of the Automotive Business Line for IHS, including acquisition support and sales input for product creation in a global market.

• Exceeded year-over-year sales targets, with double digit growth, for five straight years of building the business line.

• Exceeded sales target growth by 23% to 67%, year-over-year, while expanding sales team and focus.

• Grew sales team from $5M to nearly $75M while expanding from three to over 50 sales colleagues in less than five years.

• Instrumental in the acquisition and integration of the largest IHS acquisition in the history of the company: R. L. Polk for $1.4B.

Promoted to Vice President, Cross Selling Program:

• Tasked with building a global cross selling program to harmonize efforts from recent acquisitions and start the process of a unified selling effort.

• Directly influenced over $2M of program growth in the first year.

• Built incentive programs to support cross collaboration of acquired companies. Designed awareness programs to support product knowledge exchange and colleagues getting to know each other while promoting team selling activities. This program is still in effect today with the initial basic premise being to “Help each other win.”

Promoted to Vice President, Customers First Satisfaction Program:

• Reported directly to Chairman and CEO for IHS Global Inc.

• Achieved the largest single year of satisfaction growth over the history of the program.

• Traveled the globe acting on opportunities that our customers identified as weakness in process, procedure, or products. Built global teams to strengthen the perceived weakness and ultimately added back as a strength.

Promoted to Sales Director New Business Development Team:

• Managed the strategic investment in building a new business development team of hunters to focus on new logos and target new business opportunities.

• Managed a team of sales colleagues with an initial annual target of $6M which grew to over $7.5M in the first year. Achieved 25% growth of new logos and large targeted opportunities with a mix of existing named accounts, year-over-year.

Regional Sales Director:

• Directly sold a variety of content collections to the Midwest and Canadian territories which were made available via SaaS online web-based interfaces.

• Closed largest IEEE IEL, a new business sale with a new logo within the first 90 days, worth over $250k annually.

• Exceeded quota, quarter-over-quarter, exceeding initial annual target of $630k to $1M+. Managed large corporate accounts and continued to bring in new logos quarter after quarter. Managed multimillion-dollar quotas, with subsequent years of $2M to $3M+, continued to exceed expectations quarter-over-quarter and year after year.

• Prestigious IHS Sales Award Club member in first year and subsequent years.

Sr. Regional Sales Director, netForensics 2004 - 2005

Sr. Regional Sales Director tasked to build out the Midwest and Canada. netForensics was a security software solution start-up looking to IPO. Selling Security Information Management (SIM) software solutions that monitor in real time, security posture, network, server, desktop, and application components with historical security related information.

Selected achievements:

• Closed single largest SIM security solution sale in North America across the industry, with one of the largest financial institutions in Canada for over $1.6M in new business.

• Consistent quarter-over-quarter sales growth in the Midwest and Canadian region from $50k in annual sales to over $3M.

• Regional Sales Director of the year, top performer.

Vice President/Director of Sales Engineering, Digital Island (IPO) 1999 - 2004 (Acquired by Cable & Wireless September 2001)

Digital Island was a leader in complete outsourcing of web site creation, global networking, hosting, security, and 24x7 monitoring. Hired as employee 33 in the company, which grew to several hundred globally. Launched the IPO for the company in 1999 with the NASDAQ trading symbol (ISLD) at $10/share. The stock rose to as high as $157/share and then the company sold in May 2001 for $3.40/share to Cable & Wireless after the Dot Com bust.

Selected achievements:

• Built and led the North American Eastern Region Sales Engineering Organization starting with two engineers, then hired a team in size of over 30 sales engineers.

• Grew the business from $30M to over $500M within a short three year run. Provided thought leadership for all sales opportunities.

• Awarded Chairman’s Circle Award for Excellence North America.

• Noteable customer wins: Thomson Financial/Gale Group, worth $5.1M in sales. UBS, worth $21.6M in incremental sales over 3 years. Compaq Computer, worth $1.4M in incremental sales.

Director Channel & Alliance/Sr. Account Executive, Cable & Wireless:

• Channels and Alliances Director to create and support multimillion-dollar partner relationships with Computer Associates, McAfee, Oracle, EMC, Nortel, Totality, SiteLite, Keylabs, BEA, and Seven Space. $5.2M in annual channel sales. Achieved successive quarter-to-quarter growth (17 %+) and exceeded quota achievement in a tough market.

• Grew the book of business to $700k with a monthly run rate from zero during the first full year.

Additional Professional Experience

Vice President/Director of Information Technology, UMI/ProQuest 1995- 1999

Promoted to VP to manage the Information Technology (IT) team of 70+ employees for UMI/ProQuest. Promoted in less than two years after demonstrating consistent, repeatable performance as Director of Network Planning.

Selected achievements:

• Instrumental in the successful transition of a traditional microfilm order fulfillment system to a global Internet based delivery system of online information. Developed future vision and direction for an organization of 70+ associates.

• Built the infrastructure to transform a microfilm company into an Internet enabled company. Managed global revenue computing infrastructure including client, server, data/voice network, and 7x24 operations.

• Specialized in design of accelerated time to market electronic based systems to support the rapid growth of the information and Internet era. Successfully created a consistent strategic business vision and direction to meet corporate objectives and operating plans.

• Hired as Director of Network Planning and Design to manage the network planning team that developed global corporate strategies for data and telephony network services.

Senior Consulting Sales Engineer, AT&T Global Information Solutions/Bell Labs 1993 - 1995

Lead sales and technical consultant for AT&T Global Information Solutions. Built strategic solutions from conception of new business through the completion of the sale. Selling to Automotive, Financial, Retail, Automotive, and various other manufacturing industries.

Selected achievements:

• Responsible for the management of large global teams, validation of presentations, technical vision, configuration analysis, demonstrations, customer installations, and new technology exploitation. Designed solutions that would push the capabilities of technology, leveraging adoption of new capabilities that were unique and timely.

IT Systems Manager, TRW Vehicle Safety Systems Inc – Inflatable Restraints 1992 - 1993

IT Systems Manager for TRW Vehicle Safety Systems Company Inflatable Restraints Division, supervising contract and full-time system employees. Created the future direction for the inflatable restraints division. Focused on computing, networking and video conference strategies, implementation, and support.

Systems Manager, Research & Development Engineer, Michelin Tire Company 1987 - 1992

Systems Manager responsible for addressing Michelin's current and future computer needs for the North American Business development for sales. Setting the future direction for the original equipment manufacturing (OEM) portion of Michelin's computer needs for the Americas.

Research & Development Engineer, supervised a team of eight employees to integrate Uniroyal OEM business and Goodrich aftermarket business. Managed multi-million dollar divisional budget, built, and integrated computing environment that met the needs of the original equipment manufacturing (OEM) sales engineering team and supported the Aftermarket group.

Research & Development Engineer, Cross & Trecker Company 1984 - 1987

Joined the research and development team building the next generation large scale robotic multi-transfer machine monitoring system for automotive OEM’s, automotive suppliers, and other industries.

PROFESSIONAL DEVELOPMENT

• Strategic Selling® training – Miller Heiman Group™‎

• Power Base Selling training – Holden International

• Huthwaite® SPIN® training – Rackham

• Master Certified Coach – Mr. Barry Demp

Education

• Central Michigan University, Computer Science shifted to pursuing Bachelors of Science in Business Administration

• Schoolcraft College, pursued General Studies

• Macomb College, Associates of Applied Science degree in Robotics/Mechatronics, Magna Cum Laude

• Wayne State University, pursued Electrical Engineering

I’ve attended several colleges and universities over the years, with changes in majors.