The ACV Dealer Floorplan Regional Sales Manager (RSM) is an outside sales position. The individual will develop a structured approach to developing new business in a defined territory. They are, road warriors & will work closely with the Floorplan Director & Territory Managers to attain target volumes in new applications, signed contracts & activations. Reporting directly to the Floorplan Director, responsibilities including prospecting, underwriting & contracting new & existing business opportunities. Provide credit analysis, reviewing Inventory Audits & actively managing a portfolio. The individual should possess excellent work ethic with a high energy level, motivation, enthusiasm & ambition. Individual required to analyze complex information & focus on critical priorities. Proactive communication & ability to execute independently while maintaining the team work environment in a positive fashion.
The Individual is expected to be a self- starter & knowledgeable on all ACV Products & Services. Possess a combination of selling skills that will ensure success in developing & maintaining a book of business. Achieve a target level of business while maintaining a strong Pipeline of potential candidates & utilize Salesforce for efficient tracking & monitoring of sales efforts. Provide quality underwriting, analytical summary & narrative on new applications. Identifying material risks through analysis of financial statements, tax returns, contracts, credit reports, legal reports, UCC analysis & external web sites. Analyze highly complex business relationships with communication skills to provide well documented recommendations on accounts & prepare for senior leadership review. Attention to detail helps in ensuring accuracy in the process of assessing all critical facets of a new account. In particular, the individual must have finance, analytical, problem solving & decision-making skills to weigh the risks & costs of providing credit in a high-volume environment. Additionally, the individual will have the competence to use computer programs to assess the eligibility of an applicant based on risk factors & applicant information. The individual must demonstrate both written & oral communication skills & the ability to work alongside other Corporate Divisions.
Develop & execute an aggressive sales plan within a defined market
Build prospect list through effective cold calling, lead follow-up & referrals.
Ensure continued followup during on-boarding. Service accounts in person & via phone, resolving customer issues & looking for incremental growth opportunities.
Utilize Salesforce on a daily basis for reporting & tracking purposes
Hit target levels in new applications, signed contracts as well as line activations & utilization ratios.
Responsible for initial underwriting of potential customers.
Develop a strong relationship with ACV Auctions Regional Managers, Territory Managers & Vehicle Condition Inspectors.
Mange multiple priorities within tight timeframes while maintaining ongoing attention to detail.
Communicate directly with internal Management, Regional Sales Managers & Territory Managers to resolve credit or audit related issues, questions or concerns.
Ensure compliance in the completion of all assigned transactions, accurately & in a timely manner. Confirm all required supporting documentation per account is properly executed to secure corporate interest.
Collaborate with Management team to develop acceptable financial & ROI levels that will enable the business to meet net income & other business targets. Analyze risk vs benefits on accounts of a competitive nature.
Proficient in identifying & managing a default situation. (SOT)
Collect data on default accounts to assist management in developing metrics to increase effective decision making guidelines.
Knowledge, Skills & Abilities:
Working knowledge of all ACV Auctions products & services.
Experienced Sales Manager in developing new territories in the Dealer Floorplan Industry.
Self Starter with the drive & organizational skills to effectively cover a large geographic territory.
Ability to conduct an initial underwriting of potential customer prior to submitting an application.
Working knowledge of Business Accounting/Financial Statement concepts, procedures & process used in the automotive commercial industry.
Ability to perform high level financial analysis utilizing the customers Tax returns, personal financial statements, CPA Audited, Reviewed & Dealer Prepared business financial statements for accounts that require a credit facility.
Knowledge of business documentation including Sole Proprietorships, S-Corps, C-Corps, Partnerships & Limited Liability Corporations. Holding Companies, etc.
Strong knowledge of legal document preparation, including lease & loan documentation, security perfection, researching & documenting corporate information & statutes, corporate by-laws, signature authority protocol, etc.
Ability to research & analyze UCC filings to determine collateral positioning of all filers & its effect on account risk.
Ability to analyze variances & trends to determine changes in key business metrics vs expectations & review with leadership team.
Proficiency with Microsoft Office Suite including Word, Excel, PowerPoint & Outlook, Google, Salesforce, etc. or comparable software application.
Skills that can communicate both written & oral across multi-functional groups to ensure results.
Education & Experience:
College Degree in Business, Accounting, Finance.
Working knowledge in various inventory finance software programs
3 5 years prior work experience in Auto or Financial service industry is required.
Experienced in the analysis of Automobile Dealer Financial statements, Tax returns, PFS & various other Finance & Banking Statements
Experience in using a CRM software (preferably Salesforce) to maintain & plan sales pipeline
ACV Auctions is an equal opportunity employer (EOE) & all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, or any other characteristic protected by law
Hiring is contingent on a satisfactory background check as permitted by law. Any falsification of your application or any other hiring materials is grounds for rescinding an offer or termination of employment.