Capital Sales - Mgr, Deal Flp Reg Sales

ACV•Philadelphia, PA

22d•$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 and attaining targets for new applications, signed contracts, activations, and utilization. The role reports directly to the Floorplan Director and works closely with the Floorplan Director, Territory Managers, Regional Managers, and Vehicle Condition Inspectors. It includes prospecting, initial underwriting, contracting, credit analysis, inventory audit review, and active management of a portfolio. The successful candidate is expected to communicate proactively, analyze complex information, prioritize effectively, and work independently while contributing positively to a team environment. ACV is a technology company that operates a digital marketplace and data solutions for buying, selling, and managing used vehicles. It describes its culture as people-first, collaborative, growth-oriented, and committed to inclusion and equal opportunity. The role is an outside sales position covering a defined, potentially large geographic territory. The posting does not specify a work location type or schedule. The position offers medical plans, company-paid disability and life insurance, optional benefits, paid leave, an employee stock purchase program, and a 401(k). It is eligible for additional compensation under ACV’s incentive compensation plan. No immigration or work visa sponsorship is provided.

Requirements

Bachelor’s degree in Business, Accounting, or Finance.
Three 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; Salesforce is preferred.
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 prospective 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, and CPA-audited, reviewed, or dealer-prepared business financial statements for accounts requiring a credit facility.
Knowledge of business documentation for sole proprietorships, S-Corps, C-Corps, 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 positions and effects 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 for working across multifunctional groups and achieving results.

Responsibilities

Support efforts to simplify and enhance the customer experience.
Develop and execute an aggressive sales plan within a defined market.
Build a prospect list through cold calling, lead follow-up, and referrals.
Maintain follow-up during onboarding; service accounts in person and by phone, resolve customer issues, and identify incremental growth opportunities.
Use Salesforce daily for reporting and tracking.
Meet targets for new applications, signed contracts, line activations, and utilization ratios.
Conduct initial underwriting of potential customers.
Build relationships with ACV Auctions’ Regional Managers, Territory Managers, and Vehicle Condition Inspectors.
Manage multiple priorities and tight timeframes while maintaining attention to detail.
Communicate with internal management, Regional Sales Managers, and Territory Managers to resolve credit- or audit-related issues, questions, or concerns.
Ensure assigned transactions are completed accurately, on time, and in compliance; confirm required supporting documentation is properly executed to secure corporate interests.
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/ID protection, accident, and critical illness insurance.
Uncapped vacation days and paid sick leave, with at least three paid sick days or the amount required by applicable law.
Six paid company holidays and two floating holidays.
Parental, bereavement, jury duty, voting, and other paid leave as required by law or regulation.
Employee Stock Purchase Program and additional opportunities to earn company stock.
401(k) retirement plan.
Eligibility for additional compensation under the company incentive compensation plan.
Learning and development opportunities.