Regional Performance Manager, CarOffer

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 i