Capital Sales - Mgr, Deal Flp Reg Sales

About the role

The ACV Dealer Floorplan Regional Sales Manager (RSM) is an outside sales position designed for individuals with a proven track record in the auto or financial service industry. This role requires a strong commitment to customer satisfaction and a proactive approach to business development.

Responsibilities

• Develop and execute an aggressive sales plan within a defined market
• Proactively prospect and follow up with leads, including referrals
• Ensure continuous follow-up during on-boarding processes
• Service accounts in person and via phone, addressing customer issues and seeking growth opportunities
• Utilize Salesforce on a daily basis for reporting and tracking purposes
• Hit target levels in new applications, signed contracts, and line activations and utilization ratios
• Perform initial underwriting of potential customers
• Manage multiple priorities within tight timeframes while maintaining attention to detail
• Communicate directly with internal management, regional sales managers, and vehicle condition inspectors to resolve credit or audit-related issues
• Ensure compliance in the completion of all assigned transactions, accurately and in a timely manner
• Confirm all required supporting documentation per account is properly executed to secure corporate interest
• Collaborate with the management team to develop acceptable financial and ROI levels that will enable the business to meet net income and other business targets
• Analyze risk vs. benefits on accounts of a competitive nature
• Proficient in identifying and managing a default situation
• (SOT) Collect data on default accounts to assist management in developing metrics to increase effective decision-making guidelines

Requirements

• A 4-year / Bachelor's Degree in Business, Accounting, or Finance
• At least 3 years of prior work experience in the auto or financial service industry
• Excellent reading, writing, speaking, and understanding of English
• 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 pipeline
• Working knowledge of all ACV Auctions products and services
• Experience in developing new territories in the Dealer Floorplan Industry
• Ability to conduct an initial underwriting of potential customers prior to submitting an application
• Strong knowledge of business accounting/financial statement concepts, procedures, and processes used in the automotive commercial industry
• Experience performing high-level financial analysis utilizing the 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
• 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 of all filers and its effect on account risk
• Ability to analyze variances and trends to determine changes in key business metrics vs. expectations and review with leadership team
• Proficiency with Microsoft Office Suite including Word, Excel, PowerPoint, and Outlook, Google, Salesforce, etc., or comparable software application
• Skills to communicate both written and orally across multi-functional groups to ensure results

Qualifications

Preferred qualifications include:

• Self-starter with the drive and organizational skills to effectively cover a large geographic territory
• Experience in the Dealer Floorplan Industry
• Ability to perform high-level financial analysis
• Strong knowledge of legal document preparation
• Ability to research and analyze UCC filings
• Ability to analyze variances and trends to determine changes in key business metrics vs. expectations
• Proficiency with Microsoft Office Suite including Word, Excel, PowerPoint, and Outlook, Google, Salesforce, etc., or comparable software application
• Skills to communicate both written and orally across multi-functional groups to ensure results

Benefits

ACV offers a competitive compensation package, including a base salary range and the opportunity for additional compensation through ACV's incentive compensation plan. Additional benefits include:

• Multiple medical plans including a high deductible, low-cost health plan
• Company-sponsored (paid) Short-Term Disability, Long-Term Disability, and Life Insurance
• Comprehensive optional benefits such as Dental, Vision, Supplemental Life/AD&D, Legal/ID Protection, and Accident and Critical Illness Insurance
• Generous paid time off options, including uncapped vacation days, the greater of 3 paid sick days or in accordance with the applicable state or local paid sick leave law, 6 paid company holidays, 2 floating holidays, parental leave, bereavement leave, jury duty leave, voting leave, and other forms of paid leave as required by applicable law or regulation
• Employee Stock Purchase Program with additional opportunities