Manager, Territory Planning

4 weeks ago

Boston, Massachusetts, United States CarGurus Full time

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 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


Role overview

CarGurus is seeking a dynamic and strategic Manager, Territory Planning to play a pivotal role in our revenue growth strategy by designing and optimizing sales territories. This player/coach role requires a blend of hands-on analytical expertise and team leadership. The successful candidate will ensure that our sales territories are structured to maximize efficiency, profitability, and sales performance while also mentoring and managing an analyst. Reporting to the Director of Sales Strategy & Innovation within the Growth Team, this position is crucial to driving CarGurus' ambitious growth objectives.

What you'll do

  • Territory Strategy Development: Lead the analysis of market data to identify opportunities and develop territory plans that maximize sales potential and customer coverage. Model various market and sales scenarios to optimize the allocation of salespeople, clients, and prospect accounts. You will be the lead architect of our sales and service territory strategy.
  • Leadership and Team Management: Act as a player and a coach by managing and mentoring a territory planning analyst. Foster a culture of excellence and continuous improvement, setting clear goals, providing regular feedback, and supporting professional development.
  • Collaboration with Sales Leadership: Partner with senior sales leaders to understand growth objectives, ensuring territory designs align with overall sales strategies.
  • Data-Driven Insights: Utilize quantitative and qualitative data to evaluate territory plans, making adjustments to meet sales goals and enhance productivity.
  • Performance Monitoring: Track and analyze key performance indicators (KPIs) to assess territory effectiveness and implement improvements as needed.
  • CRM and Technology Integration: Ensure effective use of CRM systems to streamline territory management and enhance data insights.

What you'll bring

  • 6+ years of experience in business analytics, sales operations, or management consulting.
  • Management experience is a plus.
  • Strong analytical skills in Microsoft Excel and familiarity with databases and statistical tools. SQL experience is a plus.
  • Excellent written and verbal communication skills, capable of presenting complex data clearly and concisely.
  • Proven ability to build relationships with and influence senior leaders and across teams
  • Highly organized with strong problem-solving skills and a collaborative mindset.
  • Experience with CRM systems is preferred - we use Salesforce
  • Demonstrated ability to get creative while solving complex problems

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

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