Regional Performance Manager, CarOffer
Headquartered in Cambridge, Massachusetts, CarGurus is the all-in-one platform that’s moving the entire car shopping journey online and guiding customers through each step. This includes everything from selling an old car to financing, purchasing, and delivering a new one. Today, millions of consumers visit cargurus.com each month, and more than 30,000 dealerships use our products. We have a people-first culture that fosters kindness, collaboration, and innovation, while empowering our Gurus with tools and resources to fuel their career growth. Our goal is to give all people—consumers, dealers, and our employees—the power to reach their destination.
Job Description
CarOffer fully became part of the CarGurus (NASDAQ: CARG) family in 2023, and is an industry leader in the digital wholesale marketplace. We are automating a dealer’s ability to buy, sell, and trade cars. By bringing these two companies together, we are giving consumers and dealers alike the power to reach their destination through a full suite of digital transaction platforms. With ~14,000 dealerships in the CarOffer network, we make it easy for our dealer customers to automate inventory, connect with the right buyers, and ultimately grow their profitability.
Role overview
The Regional Performance Manager role is responsible for the success, retention, and growth of their book of business throughout the customer lifecycle. A Regional Performance Manager (RPM) has a positive relationship with both internal (Regional Sales Directors, Regional Sales Executives) and external (Dealer) stakeholders. As the primary contact for dealers and dealer groups, RPMs are tasked with consulting automotive dealers on best practices, analyzing performance, and making customer-tailored recommendations to ensure dealers are getting maximum value from the CarOffer platform. The ideal candidate will have a “farming” mindset and passion for expanding and retaining business. They will support a collaborative and high-performance environment that enables the team to grow CarOffer's market presence, transaction revenue, and recurring services revenue. This role is based in Addison, Texas with at-least 60% in-office presence required.
What you'll do
- Regional Performance Managers work closely with Regional Sales Directors and Regional Sales Executives to drive growth within the dealer market by successfully onboarding and retaining Buyers and Sellers.
- Execute the customer growth and retention strategy for the dealer sales and purchase channels
- Conduct onboarding training calls, reviewing platform features, benefits, and best practices
- Provide strategic consultation, support account administration, and lead ongoing account management calls with dealers
- Establish and nurture strong, long-lasting relationships with dealer partners, decision-makers, and industry stakeholders
- Maintain a deep understanding of our products and services to effectively communicate their value
- Primarily responsible for serving a dealer base of active Buyers on the CarOffer platform
- Manage day plan, retention pipeline, and calendar
- Manage the sales cycle from partner onboarding through account expansion and retention activities
- Collaborate with the team to develop tailored solutions that address client pain points, drive value, and minimize churn
What you'll bring
- Bachelor's degree in Business Administration, Marketing, or a related field
- 4-6 years of experience in automotive dealership or fleet operations, sales management, or related roles, with a proven track record of success in achieving sales targets and driving business growth
- Stay updated on industry trends, market conditions, and vehicle demand to provide insights to others
- Able to achieve sales results, overcome objections, and close business with a consultative / relational sales model
- Strategic thinker with the ability to analyze data, identify trends, and develop actionable insights to inform decision-making
- Excellent communication and interpersonal skills, with the ability to build rapport and negotiate effectively with internal and external stakeholders
- 3-5 years of inside sales or account management experience, with a strong track record of success
- Ability to travel up to 10% of the time
- Previous experience working in a CRM (preferably HubSpot), including retention playbooks
Who we are
At CarGurus (NASDAQ: CARG), our mission is to give people the power to reach their destination. We started as a small team of developers determined to bring trust and transparency to car shopping. Since then, our history of innovation and go-to-market acceleration has driven industry-leading growth. In fact, we’re the largest and fastest-growing automotive marketplace, and we’ve been profitable for over 15 years.
What we do
The market is evolving, and we are too, moving the entire automotive journey online and guiding our customers through every step. That includes everything from the sale of an old car to the financing, purchase, and delivery of a new one. Today, tens of millions of consumers visit CarGurus.com each month, and ~30,000 dealerships use our products. But they're not the only ones who love CarGurus—our employees do, too. We have a people-first culture that fosters kindness, collaboration, and innovation, and empowers our Gurus with tools to fuel their career growth. Disrupting a trillion-dollar industry requires fresh and diverse perspectives. Come join us for the ride!
CarOffer fully became part of the CarGurus (NASDAQ: CARG) family in 2023, and is an industry leader in the digital wholesale marketplace. We are automating a dealer’s ability to buy, sell, and trade cars. By bringing these two companies together, we are giving consumers and dealers alike the power to reach their destination through a full suite of digital transaction platforms. With ~14,000 dealerships in the CarOffer network, we make it easy for our dealer customers to automate inventory, connect with the right buyers, and ultimately grow their profitability.
Role overview
The Regional Performance Manager role is responsible for the success, retention, and growth of their book of business throughout the customer lifecycle. A Regional Performance Manager (RPM) has a positive relationship with both internal (Regional Sales Directors, Regional Sales Executives) and external (Dealer) stakeholders. As the primary contact for dealers and dealer groups, RPMs are tasked with consulting automotive dealers on best practices, analyzing performance, and making customer-tailored recommendations to ensure dealers are getting maximum value from the CarOffer platform. The ideal candidate will have a “farming” mindset and passion for expanding and retaining business. They will support a collaborative and high-performance environment that enables the team to grow CarOffer's market presence, transaction revenue, and recurring services revenue. This role is based in Addison, Texas with at-least 60% in-office presence required.
What you'll do
- Regional Performance Managers work closely with Regional Sales Directors and Regional Sales Executives to drive growth within the dealer market by successfully onboarding and retaining Buyers and Sellers.
- Execute the customer growth and retention strategy for the dealer sales and purchase channels
- Conduct onboarding training calls, reviewing platform features, benefits, and best practices
- Provide strategic consultation, support account administration, and lead ongoing account management calls with dealers
- Establish and nurture strong, long-lasting relationships with dealer partners, decision-makers, and industry stakeholders
- Maintain a deep understanding of our products and services to effectively communicate their value
- Primarily responsible for serving a dealer base of active Buyers on the CarOffer platform
- Manage day plan, retention pipeline, and calendar
- Manage the sales cycle from partner onboarding through account expansion and retention activities
- Collaborate with the team to develop tailored solutions that address client pain points, drive value, and minimize churn
What you'll bring
- Bachelor's degree in Business Administration, Marketing, or a related field
- 4-6 years of experience in automotive dealership or fleet operations, sales management, or related roles, with a proven track record of success in achieving sales targets and driving business growth
- Stay updated on industry trends, market conditions, and vehicle demand to provide insights to others
- Able to achieve sales results, overcome objections, and close business with a consultative / relational sales model
- Strategic thinker with the ability to analyze data, identify trends, and develop actionable insights to inform decision-making
- Excellent communication and interpersonal skills, with the ability to build rapport and negotiate effectively with internal and external stakeholders
- 3-5 years of inside sales or account management experience, with a strong track record of success
- Ability to travel up to 10% of the time
- Previous experience working in a CRM (preferably HubSpot), including retention playbooks
Working at CarGurus
We reward our Gurus’ curiosity and passion with best-in-class benefits and compensation, including equity for all employees, both when they start and as they continue to grow with us. Our career development and corporate giving programs, as well as our employee resource groups (ERGs) and communities, help people build connections while making an impact in personally meaningful ways. A flexible hybrid model and robust time off policies encourage work-life balance and individual well-being. Thoughtful perks like daily free lunch, a new car discount, meditation and fitness apps, commuting cost coverage, and more help our people create space for what matters most in their personal and professional lives.
We welcome all
CarGurus strives to be a place to which people can bring the ultimate expression of themselves and their potential—starting with our hiring process. We do not discriminate based on race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, or sexual orientation. We foster an inclusive environment that values people for their skills, experiences, and unique perspectives. That’s why we hope you’ll apply even if you don’t check every box listed in the job description. We also encourage you to tell your recruiter if you require accommodations to participate in our hiring process due to a disability so we can provide the appropriate support. We want to know what only you can bring to CarGurus. #LI-Hybrid
