Capital Sales - Mgr, Deal Flp Reg Sales

ACV•Philadelphia, PA

20d

About The Position

The ACV Dealer Floorplan Regional Sales Manager (RSM) is an outside sales role responsible for developing new business in a defined territory. The RSM works closely with the Floorplan Director and Territory Managers to achieve targets for new applications, signed contracts, and activations. Reporting directly to the Floorplan Director, the role includes prospecting, underwriting and contracting new and existing business opportunities, providing credit analysis, reviewing inventory audits, and actively managing a portfolio. The position requires a high-energy, motivated, and ambitious self-starter who can analyze complex information, focus on critical priorities, communicate proactively, and execute independently while contributing positively to a team environment. The RSM develops and executes a territory sales plan, builds customer relationships, services accounts, supports onboarding, and works with internal teams to resolve credit, audit, and customer issues. The role also involves ensuring transaction compliance and documentation, evaluating account risk, and collecting data on default accounts to support management decision-making.

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, 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, and holding companies.
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 of all filers and their effect on account risk.
Ability to analyze variances and trends to identify changes in key business metrics versus expectations and review them with the leadership team.
Proficiency with Microsoft Office Suite, including Word, Excel, PowerPoint, and Outlook, Google, Salesforce, or comparable software applications.
Written and oral communication skills to work across multifunctional groups and achieve results.
Excellent work ethic, high energy, motivation, enthusiasm, and ambition.
Ability to analyze complex information and focus on critical priorities.
Proactive communication skills and ability to execute independently while maintaining a positive team environment.

Responsibilities

Actively 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.
Ensure continued follow-up during customer onboarding.
Service accounts in person and by phone, resolving customer issues and seeking incremental growth opportunities.
Use Salesforce daily for reporting and tracking purposes.
Meet targets for new applications, signed contracts, line activations, and utilization ratios.
Conduct 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, or concerns.
Ensure assigned transactions are completed accurately, on time, and in compliance with requirements.
Confirm required supporting documentation for each account 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.