Capital Sales - Mgr, Deal Flp Reg Sales

ACV is a technology company that has revolutionized how dealers buy and sell cars online, transforming the automotive industry with a trusted, efficient digital marketplace and data solutions for sourcing, selling, and managing used vehicles with transparency and comprehensive insights.

About the role

The ACV Dealer Floorplan Regional Sales Manager (RSM) is an outside sales position responsible for developing a structured approach to new business in a defined territory. Reporting directly to the Floorplan Director, this role works closely with the Floorplan Director and Territory Managers to attain target volumes in new applications, signed contracts, and activations. Responsibilities include prospecting, underwriting, and contracting new and existing business opportunities, providing credit analysis, reviewing inventory audits, and actively managing a portfolio.

Responsibilities

• Actively and consistently support all efforts to simplify and enhance the customer experience
• Develop and execute an aggressive sales plan within a defined market
• Build prospect list through effective cold calling, lead follow-up, and referrals
• Ensure continued follow-up during on-boarding
• Service accounts in person and via phone, resolving customer issues and looking for incremental growth opportunities
• Utilize Salesforce on a daily basis for reporting and tracking purposes
• Hit target levels in new applications, signed contracts, line activations, and utilization ratios
• Responsible for initial underwriting of potential customers
• Develop strong relationships with ACV Auctions' Regional Managers, Territory Managers, and Vehicle Condition Inspectors
• Manage multiple priorities within tight timeframes while maintaining ongoing attention to detail
• Communicate directly with internal Management, Regional Sales Managers, and Territory Managers to resolve credit or audit related issues, questions, or concerns
• 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
• Other duties as assigned

Requirements

• 4 Year / Bachelor's Degree in Business, Accounting, or Finance required
• 3 years prior work experience in Auto or Financial service industry
• Ability to read, write, speak, and understand English
• Working knowledge in various inventory finance software programs
• Experienced in the analysis of Automobile Dealer Financial statements, Tax returns, PFS, and various other Finance & Banking Statements
• Experience using CRM software (preferably Salesforce) to maintain and plan sales pipeline
• Working knowledge of all ACV Auctions products and services
• Experienced Sales Manager in developing new territories in the Dealer Floorplan Industry
• Self-starter with the drive and organizational skills to effectively cover a large geographic territory
• Ability to conduct initial underwriting of potential customer prior to submitting an application
• Working knowledge of Business Accounting/Financial Statement concepts, procedures, and processes used in the automotive commercial industry
• Ability to perform high-level financial analysis utilizing customer's Tax returns, personal financial statements, CPA Audited, Reviewed, and Dealer Prepared business financial statements for accounts that require a credit facility
• Knowledge of business documentation including Sole Proprietorships, S-Corps, C-Corps, Partnerships, Limited Liability Corporations, Holding Companies, etc.
• Strong knowledge of legal document preparation, including lease and loan documentation, security perfection, researching and documenting corporate information and statutes, corporate by-laws, signature authority protocol, 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 applications
• Skills to communicate both written and oral across multi-functional groups to ensure results

Benefits

• 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: Dental, Vision, Supplemental Life/AD&D, Legal/ID Protection, and Accident and Critical Illness Insurance
• Generous paid time off: uncapped vacation days, the greater of 3 paid sick days or in accordance with applicable state/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

Compensation

Base compensation range is listed in the Job Details section. This position is eligible for additional compensation pursuant to ACV's incentive compensation plan with a variable target of $36,000. Final compensation determined based on relevant experience, skillset, location, business needs, market demands, and performance (for incentive pay), and other factors as permitted by law.

Job ID: #IND123RR