Capital Sales - Mgr, Deal Flp Reg Sales

About the role

The ACV Dealer Floorplan Regional Sales Manager (RSM) is an outside sales position responsible for developing new business within a defined territory. This role requires a structured approach to sales, underwriting, and contract management.

Responsibilities

• Develop an aggressive sales plan and build a prospect list through cold calling, lead follow-up, and referrals.
• Ensure continuous follow-up during on-boarding processes.
• Service accounts in person and via phone, addressing customer issues and seeking for growth opportunities.
• Utilize Salesforce daily for reporting and tracking purposes.
• Hit target levels in new applications, signed contracts, and line activations.
• Perform initial underwriting of potential customers.
• Manage relationships with ACV Auctions' Regional Managers, Territory Managers, and Vehicle Condition Inspectors.
• Communicate with internal management to resolve credit or audit-related issues.
• Ensure compliance in completing all assigned transactions accurately and promptly.
• Confirm all required supporting documentation per account.
• Collaborate with the management team to develop acceptable financial and ROI levels.
• Analyze risk versus benefits on accounts of a competitive nature.
• Proficient in identifying and managing default situations.
• Research and analyze UCC filings to determine collateral positioning and its impact on account risk.
• Analyze variances and trends to determine changes in key business metrics and review findings with leadership.
• Proficient in Microsoft Office Suite and other relevant software applications.
• Communicate effectively across multi-functional groups to ensure results.

Requirements

• A 4-year / Bachelor's degree in Business, Accounting, or Finance.
• At least 3 years of prior work experience in auto or financial services industry.
• Working knowledge in various inventory finance software programs.
• Experience in analyzing automobile dealer financial statements, tax returns, PFS, and other finance and banking statements.
• Experience using a CRM software (preferably Salesforce) to maintain and plan sales pipelines.
• Knowledge of ACV Auctions products and services.
• Proven track record as a Sales Manager in developing new territories in the Dealer Floorplan Industry.
• Ability to conduct initial underwriting of potential customers prior to submitting an application.
• Understanding of business accounting/financial statement concepts, procedures, and processes used in the automotive commercial industry.
• Experience performing high-level financial analysis using customer's tax returns, personal financial statements, CPA audited/reviewed, and dealer-prepared business financial statements for accounts requiring a credit facility.
• Knowledge of business documentation including sole proprietorships, S-Corps, C-Corps, partnerships, and limited liability corporations.
• Strong understanding of legal document preparation, including lease and loan documentation, security perfection, researching and documenting corporate information and statutes, corporate by-laws, signature authority protocols, etc.
• Ability to research and analyze UCC filings to determine collateral positioning and its effect on account risk.
• Proficiency with Microsoft Office Suite and other relevant software applications.

Qualifications

• Excellent work ethic, high energy level, motivation, enthusiasm, and ambition.
• Proactive communication and ability to execute independently while maintaining a positive team environment.