Territory Manager

ACV•Eastvale, CA

18d

About The Position

ACV Auctions is seeking an enthusiastic, experienced Territory Manager with an automotive background and a passion for cars. Territory Managers represent the company to customers and build their territories through strong knowledge of the dealership and wholesale car business, persistent prospecting, and excellent customer service. The role focuses on developing business, growing revenue, and delivering trust, transparency, and credibility to dealer customers. The Territory Manager develops and executes a strategic territory plan, services existing and prospective dealership accounts in person and by phone, and uses a consultative selling approach to understand inventory needs and explain ACV Auctions’ products and services. The role also tracks sales activity, forecasts business, manages customer relationships and satisfaction, and oversees the day-to-day management of Vehicle Condition Inspectors and their KPIs. Regular travel to dealerships is required.

Requirements

Five years of dealership experience on either the used-car or new-car side of the business.
Ability to read, write, speak, and understand English.
Ability to travel every day by road to existing and prospective dealerships.
Understanding of the retail and wholesale marketplace in an operational context.
Excellent relationship-building skills in person and over the phone.
Understanding of the importance of building internal and external networks to increase personal effectiveness.
Upbeat and positive demeanor.
Self-motivated and able to work independently.
Ability to adapt quickly to shifting priorities and help others do so.
Experience using a CRM to maintain and plan a sales pipeline.
Ability to travel for meetings, training, and other work purposes.
Valid driver’s license and use of a validly registered and insured motor vehicle.

Nice To Haves

Experience selling into dealerships.
Auction knowledge.
Experience with Salesforce.

Responsibilities

Actively and consistently support efforts to simplify and enhance the customer experience.
Develop and execute a strategic plan to grow and build new business in the territory.
Service accounts in person and by phone, identifying incremental growth opportunities.
Use Salesforce daily for reporting and tracking purposes.
Achieve or exceed established sales goals.
Develop relationships with dealers and dealer groups and leverage them to maximize revenue opportunities.
Stay familiar with competitors and how to sell against them.
Assess customers’ wholesale inventory needs and offer solutions to increase their business with ACV Auctions.
Educate customers on the company’s products and available services.
Forecast and report incoming business activity monthly and annually.
Use consultative selling to ensure customers and prospects understand the company’s products.
Respond quickly and accurately to customer problems, concerns, or needs to maintain satisfaction.
Proactively market the company and communicate product advantages to customers.
Monitor and remain accountable for financial activity within the book of business.
Adapt to changes in the book of business, customer contacts, and internal structure or role.
Manage Vehicle Condition Inspectors and their KPIs day to day.
Perform other duties as assigned.