Regional Auto Floorplan Sales Manager

ACV Auctions; Buffalo (NY); On-site; USD 70,000 - 120,000; Full time

Job summary

Colonial Group is seeking an ACV Dealer Floorplan Regional Sales Manager (RSM), an outside sales role dedicated to developing new business in a defined territory. You will be a “road warrior,” prospecting, underwriting, contracting new opportunities and actively managing a portfolio of dealer accounts.

Reporting to the Floorplan Director, you will collaborate with Territory Managers and Vehicle Condition Inspectors, use Salesforce daily for reporting, and balance multiple priorities to achieve

Qualifications

• 4-year college degree in Business, Accounting, or Finance.
• 3 years of auto or financial services sales experience.
• Fluent in English (reading, writing, speaking).
• Proficient with inventory finance software and CRM systems (Salesforce preferred).
• Experience analyzing financial statements and underwriting new accounts.

Responsibilities

• Develop and execute a sales plan to grow the defined territory.
• Prospect and cold-call to build a strong dealer network.
• Underwrite new accounts and review credit using dealer financials.
• Manage onboarding and support, ensuring customer satisfaction.
• Utilize Salesforce daily for reporting and forecasting.
• Collaborate with Floorplan Director and Territory Managers to hit targets.

Skills

Sales management

New business development

CRM Salesforce

Financial analysis

Underwriting

Excel

Education

Bachelor's degree in Business/Accounting/Finance

Tools

Salesforce

Microsoft Excel

Job description

Who we are looking for:

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” and will work closely with the Floorplan Director and Territory Managers to attain target volumes in new applications, signed contracts and activations. Reporting directly to the Floorplan Director, responsibilities including prospecting, underwriting and contracting new and existing business opportunities. Provide credit analysis, reviewing Inventory Audits and actively managing a portfolio. The individual should possess excellent work ethic with a high energy level, motivation, enthusiasm and ambition. Individual required to analyze complex information and focus on critical priorities. Proactive communication and ability to execute independently while maintaining the team work environment in a positive fashion.

What you will do:

• Actively and consistently support all efforts to simplify and enhance the customer experience.
• Develop and execute an aggressive sales plan within a defined market
• Build prospect list through effective cold calling, lead follow-up and referrals.
• Ensure continued followup during on-boarding. Service accounts in person and via phone, resolving customer issues and looking for incremental growth opportunities.
• Utilize Salesforce on a daily basis for reporting and tracking purposes
• Hit target levels in new applications, signed contracts as well as line activations and utilization ratios.
• Responsible for initial underwriting of potential customers.
• Develop a strong relationship with ACV Auctions’ Regional Managers, Territory Managers and Vehicle Condition Inspectors.
• Manage multiple priorities within tight timeframes while maintaining ongoing attention to detail.
• Communicate directly with internal Management, Regional Sales Managers and Territory Managers to resolve credit or audit related issues, questions or concerns.
• Ensure compliance in the completion of all assigned transactions, accurately and in a timely manner. Confirm all required supporting documentation per account is properly executed to secure corporate interest.
• Collaborate with the management team to develop acceptable financial and ROI levels that will enable the business to meet net income and other business targets. Analyze risk vs benefits on accounts of a competitive nature.
• Proficient in identifying and managing a default situation. (SOT)
• Collect data on default accounts to assist management in developing metrics to increase effective decision making guidelines.
• Other duties as assigned.

What you will need:

• 4 Year / Bachelors Degree - Business, Accounting, or Finance required

• 3 year(s) Prior work experience in Auto or Financial service industry
• Ability to read, write, speak and understand English.
• Working knowledge in various inventory finance software programs
• Experienced in the analysis of Automobile Dealer Financial statements, Tax returns, PFS and various other Finance & Banking Statements
• Experience in using a CRM software (preferably Salesforce) to maintain and plan sales pipeline
• Working knowledge of all ACV Auctions products and services.
• Experienced Sales Manager in developing new territories in the Dealer Floorplan Industry.
• Self Starter with the drive and 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 and process used in the automotive commercial industry.
• Ability to perform high level financial analysis utilizing the customer’s Tax returns, personal financial statements, CPA Audited, Reviewed and Dealer Prepared business financial statements for accounts that require a credit facility.
• Knowledge of business documentation including Sole Proprietorships, S-Corps, C-Corps, Partnerships and Limited Liability Corporations. Holding Companies, etc.
• Strong knowledge of legal document preparation, including lease and loan documentation, security perfection, researching and documenting corporate information and statutes, corporate by-laws, signature authority protocol, etc.
• Ability to research and analyze UCC filings to determine collateral positioning of all filers and its effect on account risk.
• Ability to analyze variances and trends to determine changes in key business metrics vs expectations and review with leadership team.
• Proficiency with Microsoft Office Suite including Word, Excel, PowerPoint and Outlook, Google, Salesforce, etc. or comparable software application.
• Skills that can communicate both written and oral across multi-functional groups to ensure results.

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