Capital Sales - Mgr, Deal Flp Reg Sales

ACV•Newark, NJ

13h•$82,000 - $85,000

About The Position

The ACV Dealer Floorplan Regional Sales Manager is an outside sales position responsible for developing new business in a defined territory. The role works closely with the Floorplan Director and Territory Managers to achieve targets for new applications, signed contracts, activations, and utilization. Responsibilities include prospecting, initial underwriting, contracting, credit analysis, inventory audit review, and active portfolio management. The position requires strong communication, independent execution, attention to detail, and the ability to manage competing priorities while contributing positively to a team environment. The manager builds and services customer relationships, resolves issues, identifies growth opportunities, and ensures transactions and supporting documentation are completed accurately and in compliance. They also analyze account risks, financial performance, and defaults, and collaborate with management to support business targets and effective decision-making.

Requirements

Bachelor’s degree in Business, Accounting, or Finance.
At least 3 years of prior work experience in the auto or financial services industry.
Ability to read, write, speak, and understand English.
Working knowledge of inventory finance software programs.
Experience analyzing automobile dealer financial statements, tax returns, personal financial statements, and other finance and banking statements.
Experience using CRM software to maintain and plan a sales pipeline.
Working knowledge of ACV Auctions products and services.
Experience as a sales manager developing new territories in the dealer floorplan industry.
Self-starter with the drive and organizational skills to cover a large geographic territory effectively.
Ability to conduct initial underwriting of potential customers before submitting an application.
Working knowledge of business accounting and financial statement concepts, procedures, and processes used in the automotive commercial industry.
Ability to perform high-level financial analysis using customer tax returns, personal financial statements, CPA-audited or reviewed statements, and dealer-prepared business financial statements for accounts requiring a credit facility.
Knowledge of business documentation for sole proprietorships, S corporations, C corporations, partnerships, limited liability corporations, holding companies, and similar entities.
Strong knowledge of legal document preparation, including lease and loan documentation, security perfection, researching and documenting corporate information and statutes, corporate bylaws, and signature authority protocols.
Ability to research and analyze UCC filings to determine collateral positioning of all filers and the effect on account risk.
Ability to analyze variances and trends to identify changes in key business metrics versus expectations and review findings with leadership.
Proficiency with Microsoft Office Suite, including Word, Excel, PowerPoint, and Outlook; Google; Salesforce; or comparable software.
Written and oral communication skills to work across multifunctional groups and ensure results.

Nice To Haves

Experience using Salesforce or comparable CRM software (Salesforce is preferred).

Responsibilities

Actively support efforts to simplify and improve the customer experience.
Develop and execute an aggressive sales plan within a defined market.
Build prospect lists through cold calling, lead follow-up, and referrals.
Follow up throughout onboarding; service accounts in person and by phone, resolve customer issues, and identify incremental growth opportunities.
Use Salesforce daily for reporting and tracking.
Achieve targets for new applications, signed contracts, line activations, and utilization ratios.
Conduct initial underwriting of potential customers.
Build strong relationships with ACV Auctions Regional Managers, Territory Managers, and Vehicle Condition Inspectors.
Manage multiple priorities within tight timeframes while maintaining attention to detail.
Communicate with internal management, Regional Sales Managers, and Territory Managers to resolve credit- or audit-related issues and questions.
Ensure assigned transactions are completed accurately, promptly, and in compliance; confirm required account documentation is properly executed to secure corporate interest.
Collaborate with management to develop acceptable financial and ROI levels that support net income and other business targets; analyze risk versus benefits for competitive accounts.
Identify and manage default situations.
Collect data on default accounts to help management develop metrics and improve decision-making guidelines.
Perform other duties as assigned.

Benefits

Multiple medical plans, including a high-deductible, low-cost health plan.
Company-sponsored paid short-term disability, long-term disability, and life insurance.
Optional dental, vision, supplemental life and AD&D, legal and identity protection, accident, and critical illness insurance.
Uncapped vacation days.
At least 3 paid sick days or paid sick leave in accordance with applicable state or local law.
Six paid company holidays and two floating holidays.
Parental leave, bereavement leave, jury duty leave, voting leave, and other paid leave as required by law or regulation.
Employee Stock Purchase Program with additional opportunities.
Learning and development opportunities.
Eligible for additional compensation under the incentive compensation plan, with a variable target of $36,000.