Capital Sales - Mgr, Deal Flp Reg Sales

ACV • Brentwood, TN

21d • $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. Working closely with the Floorplan Director and Territory Managers, the role targets new applications, signed contracts, activations, and utilization. It reports directly to the Floorplan Director and includes prospecting, underwriting, and contracting new and existing business opportunities; conducting credit analysis; reviewing inventory audits; and actively managing a portfolio. The successful candidate is energetic, motivated, detail-oriented, and able to analyze complex information, prioritize effectively, communicate proactively, and work independently while contributing positively to a team.

The role develops and executes a territory sales plan, builds and follows up on prospects, supports customer onboarding, and services accounts in person and by phone. It also involves initial underwriting, account and risk analysis, resolving credit and audit issues, ensuring transaction compliance and documentation, and working with management to achieve financial and business targets.

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 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, 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 and its effect on account risk.
• Ability to analyze variances and trends in key business metrics and review findings with the leadership team.
• Proficiency with Microsoft Office Suite (Word, Excel, PowerPoint, and Outlook), Google, Salesforce, or comparable software.
• Strong written and oral communication skills 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.
• 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 target levels for new applications, signed contracts, line activations, and utilization ratios.
• Perform 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 attention to detail.
• Communicate with internal Management, Regional Sales Managers, and Territory Managers to resolve credit- or audit-related issues, questions, and concerns.
• Ensure assigned transactions are completed accurately, promptly, and in compliance; confirm required supporting 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 on 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.
• Generous paid time off, including uncapped vacation days, paid sick leave, six paid company holidays, two floating holidays, parental leave, bereavement leave, jury duty leave, voting leave, and other legally required paid leave.
• Employee Stock Purchase Program and additional opportunities to earn company stock.
• Company 401(k) retirement plan.
• Learning and development opportunities.

What This Job Offers

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