Daytona State College

Member of Daytona State College School of Business Advisory Board

Director of The Center for Business & Industry at The Mary Karl College of Workforce and Continuous Education.   Daytona State College is the highest ranked public state college in Florida according to U.S. News & World Report’s 2023 rankings for Best Online Bachelor’s Degree Programs. DSC also retains top rankings for Best Online Bachelor’s Program for Veterans and Best Online Bachelors Business Program.

Director

SHRM Executive Network

SHRM Member Volusia & Flagler Counties

Americas Managed Print Services Coach

CORPORATE PROFILE: A non-bias Managed Print Services (MPS) consulting company focused in assisting major corporations secure their next phase MPS program. The Manufacturer, distributor or channel partner is bias to the products and services they store, manufacture and sell.  I become your partner in helping you source this next phase in your MPS progress.  My job is to assure you secure the low-cost provider aligned with your objectives from participant selection, discovery (RFI), (RFP), down select, final decision, implementation through steady state.  

RESPONSIBILITY PROFILE: Shift/augment the tremendous burden associated with procuring next phase Managed Print Services by bringing in intrinsic internal/external experience to help sourcing teams fast track knowledge for a greater overall experience.  Engagement from pre-vendor research to steady state.

Founder

Flex Technology Group

CORPORATE PROFILE: A $500M technology services company with 1,000 employees
 
RESPONSIBILITY PROFILE: Responsible for fortune 500 new business development, supplier diversity initiatives, and optimizing client strategies.

Vice President of Sales

Xerox

CORPORATE PROFILE: A $7B company with 20,000 employees.
	
RESPONSIBILITY PROFILE: As Executive Director of New Business Development, I reported to the CRO of and was responsible for revenue growth, competitive strategy, sales optimization, and ERG engagement.

ACHIEVED IN THIS ROLE

COMPETITIVE DISPLACEMENT / BUSINESS DEVELOPMENT
•	The CRO recruited me to drive new business development while generating revenues with high operating income (OI). I evaluated new business development strategies and mentored the new business development business organization on establishing a new BD cadence against marquee competition. These efforts successfully enhanced the initiative's re-launch with projections of exponential growth in net new revenues.

SALES TRANSFORMATION
•	The CRO charged me to identify pain points to improve the sales cycle. My investigation revealed an extraneous number of steps in the sales cycle for significant revenue opportunities, including a very long turnaround. I navigated change resistance working with a key stakeholder to begin implementing gradual changes. Though still ongoing, changes thus far have cut cycle time in half, drastically improving time to market and doubling proposal output to increase new revenues.

Executive Director – New Business Development

Ricoh USA, Inc.

CORPORATE PROFILE: An $18B manufacturer of digital technologies with 81,000 employees.
	
RESPONSIBILITY PROFILE: In my last role with Ricoh, I reported to the CRO of New Business Development with a $20M Revenue Goal. I was in charge of revenue growth within finance and insurance.

ACHIEVED IN THIS ROLE

NEW MARKET PENETRATION
•	The VP of New Business Development promoted me to penetrate the financial/insurance verticals with targets of $20M in net new revenues. I planned a strategy in 90 days, then, over four months, identified critical businesses, crafted a pitch deck, identified pain points, and tracked all activity (opportunity, size, scope) for each client. We quickly gained traction with several major companies in the segment. This resulted in $100M+ in new revenue at 25% OI and became a Best Practice for banking and insurance. I received numerous President’s Club Awards as a result.

COMPETITIVE DISPLACEMENT / CUSTOMER RECAPTURE
•	A $70M net new client (and #108 on the Fortune 500) amid signing a net new agreement neglected to include an essential detail in their RFP and assumed it would be fulfilled. Despite this error, they threatened to terminate the relationship, so the SVP Sales North America tasked me to retain the client. Within just seven days, I secured a bank rate reduction and renegotiated PM fees alleviating any increases to the client. Despite the client initially reneging, we remained persistent, and the client signed the agreement (a top 10 bank). This contract was the largest in company history, strengthened Ricoh’s reputation, and was recently renewed in 2022.

Senior Global Account Manager (Malvern, PA)

ACHIEVEMENTS CONTINUED

COMPETITIVE DISPLACEMENT
•	A client (#21 on the Fortune 500) had issues with threat mail which was a massive liability, but the business was already sourced to a competitor. Despite this, I realized an opportunity to displace competition. For the following six months, I worked with a Project Manager to analyze current operations. We presented a business case to leadership and won approval despite the complex requirements. These efforts successfully penetrated the space, drove $20M in revenue, and laid infrastructure to ensure future duplication. As a result, I received a Presidents Club award, among other accolades.

Senior Global Account Manager (Malvern, PA) [ACHIEVEMENTS PART 2]

RESPONSIBILITY PROFILE: As Director of Strategic Sales, I reported to the Marketplace President with a $35-40M Revenue Goal and 45 employees with three direct. I was responsible for turnaround efforts.

ACHIEVED IN THIS ROLE

TURNAROUND / MARKET SHARE CAPTURE
•	The Marketplace President promoted and tasked me to enhance performance within sales teams, so I built a plan in the first 90 days. In the following six months, I built rapport with staff via training and meetings, shifted the target audience, and crafted roadmaps to achieve the sales plan. This assertive leadership style enabled the plan to be achieved two years in a row, and this BU became the top-performing out of 26 marketplaces in the US. I was promoted to Global Account Manager as a result.

Director of Strategic Sales (Malvern, PA)

IST Management

CORPORATE PROFILE: A $100M outsourcing, SaaS, and legal services organization with 1,000 employees.
	
RESPONSIBILITY PROFILE: Here, I reported to the CEO. My duties included startup efforts.

ACHIEVED IN THIS ROLE

NEW MARKET PENETRATION
•	The President recruited me to penetrate a new market with no customer base. Within 180 days, I targeted Education and Legal, built partnerships with ICUF, and joined ALA Chapters. Once established, I met with business owners, then secured initial accounts with a top US law firm and Nova Southeastern University, which encouraged other ICUF institutions. This generated $10M in new revenue at 30% margins. Today, the office and facilities management business has expanded from less than 100 clients to over 500.

REVENUE OPTIMIZATION
•	As the Education and Legal verticals within the business began to expand rapidly, the need arose to recruit new resources to facilitate expansion. Within 60 days, I gathered client recommendations and recruited employees with substantial experience in these verticals, who assumed operations and analyst responsibilities. As a result, we obtained approval from the President to expand further. This strategy focused operations, increased customer satisfaction, fostered growth in new regions, established long-term customers, and increased revenue and OI.

Vice President / Partner

RESPONSIBILITY PROFILE: When I started for Ricoh, I reported to the Regional VP with a $1.5M OPEX, $11M CAPEX, $20M Revenue Goal, and 125 employees with five direct. I led sales and operations management.

General Manager (Ricoh, FL)

WorkflowOne, part of Taylor Communications

CORPORATE PROFILE: WorkflowOne (previous entity before Duplex and Taylor) was a $300M business forms and outsourced commercial printing and labels company with 3,000 employees.
	
RESPONSIBILITY PROFILE: In this role, I reported to the Regional VP with a $10M Revenue Goal and 15 direct employees. My primary responsibilities included sales, specifically in the Tampa, FL, region.

ACHIEVED IN THIS ROLE

SALES TURNAROUND
•	The national sales organization lacked new appointment opportunities. The National Sales Manager called upon me to increase the number of appointment opportunities. I created and led a strategy that leveraged previous sales tactics, including a document with 100 reasons to meet with a customer and an accompanying process to secure a meeting. Adopting these methodologies increased new appointment count by 25%, resulting in new revenues and OI. I was promoted to Sales Director as a result.

Senior Account Executive / Sales Director (Tampa, St. Petersburg, Clearwater, FL)

As an executive leader in Manufacturing , my professional life has been spent maximizing sales and revenue generation for organizations ranging from $100M to $18B Fortune 500 global businesses. I have delivered proven performance developing new business as an individual contributor with annual revenue goals of up to $20M over a sustained period of time, and as a leader with annual revenues of $45M. 

I have made it my mission throughout my career to be the best mentor I can be to my teams. With a track record of attracting, recruiting, and advising teams of up to 110, I have consistently built the foundations necessary to accelerate performance and increase revenue with motivated and engaged team members paving the way towards exceeding leadership targets. 

ACHIEVEMENT CATEGORIES REPRESENTED BELOW

•	Team Leadership / Coaching	
•	Sales Turnaround	
•	Revenue Optimization	
•	Employee Engagement
•	Competitive Displacement	
•	Market Share Capture	
•	Process Optimization	
•	Training & Development
•	Diversity & Inclusion	
•	Business Development	
•	Strategic Partnerships	
•	Go to Market Strategy
•	Opportunity Management	
•	Rebranding	
•	Business Partnering	
•	Employee Mentoring
•	Marquee or Key Account Capture	
•	Cultural Transformation	
•	Digital Transformation	
•	New Market Penetration

Taplio

Mike Nieto's Linkedin Analytics

Mike Nieto

Want to drive more opportunities from LinkedIn?

Taplio

.css-1jgreyo{background-image:linear-gradient(284deg, rgba(39,43,72,1) 0%, rgba(33,47,183,1) 100%);color:transparent;-webkit-background-clip:text;background-clip:text;}Mike Nieto's Linkedin Analytics

Mike Nieto

Want to drive more opportunities from LinkedIn?

Mike Nieto's Linkedin Analytics