Capital Sales - Mgr, Deal Flp Reg Sales

ACV • Newark, NJ

22d • $82,000 - $85,000

About The Position

The ACV Dealer Floorplan Regional Sales Manager (RSM) 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. It reports directly to the Floorplan Director and includes prospecting, underwriting, contracting, credit analysis, inventory audit review, and active portfolio management.

The successful candidate is an energetic, motivated self-starter who can analyze complex information, prioritize effectively, communicate proactively, and work independently while contributing positively to a team. The role involves servicing accounts in person and by phone, managing customer and credit matters, completing transactions accurately and compliantly, and supporting business targets through financial and risk analysis.

Requirements

• Bachelor’s degree in Business, Accounting, or Finance.
• Three years of prior work experience in the automotive 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 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 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, and CPA-audited, reviewed, or dealer-prepared business financial statements for accounts requiring a credit facility.
• Knowledge of business documentation, including sole proprietorships, S corporations, C corporations, partnerships, limited liability corporations, and holding companies.
• Strong knowledge of legal document preparation, including lease and loan documentation, security perfection, corporate information and statutes, corporate bylaws, and signature authority protocols.
• Ability to research and analyze UCC filings to determine collateral positioning of filers and its effect on account risk.
• Ability to analyze variances and trends in key business metrics against expectations and review findings with leadership.
• Proficiency with Microsoft Office Suite (Word, Excel, PowerPoint, and Outlook), Google, Salesforce, or comparable software.
• Written and oral communication skills for working across multifunctional groups.

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.
• Provide continued follow-up during onboarding; service accounts in person and by phone, resolve customer issues, and identify opportunities for incremental growth.
• Use Salesforce daily for reporting and sales pipeline tracking.
• Meet targets for new applications, signed contracts, line activations, and utilization ratios.
• Perform 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, questions, or concerns.
• Complete assigned transactions accurately and on time, ensuring compliance and proper execution of supporting account documentation to secure corporate interests.
• Collaborate with management to establish acceptable financial and ROI levels that support net income and other business targets; analyze risk and 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/AD&D, legal/ID protection, accident, and critical illness insurance.
• Uncapped vacation days and paid sick leave.
• 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.
• Variable target incentive compensation of $36,000.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager