Interview Studio

Requirements found

Marketing Sales (must) Inventory (nice) Negotiation Salesforce Training

What this posting asks for

Level: Senior — The title says "Senior".

Main responsibilities

• Partner closely with Account Executives and Regional Sales Directors to develop and execute Inventory Management opportunities across their dealer portfolios.
• Lead discovery conversations with dealer principals, general managers, used vehicle managers, internet directors, and other key decision-makers.
• Deliver compelling product demonstrations that connect CarGurus Inventory Management capabilities directly to a dealer’s operational challenges and business …
• Own the specialist portion of the sales cycle, including discovery, demonstration, objection handling, negotiation, and closing.
• Help AEs and RSDs identify the right customers, buying personas, and opportunities for CarGurus Inventory Management solutions.
• Build strong working relationships with assigned sales teams and proactively develop strategies to increase opportunity creation, pipeline, and closed revenue.
• Confidently position CarGurus Inventory Management solutions against established dealership pricing, merchandising, and inventory management platforms.
• Use dealership knowledge and an analytical approach to challenge existing inventory strategies and help customers think differently about how they price, mer…
• Become a subject-matter expert across PriceVantage, StockVantage, and future CarGurus Inventory Management products as the portfolio continues to evolve.
• Travel as needed to support strategic dealer opportunities, in-person presentations, industry events, and other business needs.

Competencies an interviewer will look for

• Communication Core
  In the posting: “Strong understanding of dealership operations and the ability to communicate credibly with dealer owners, general managers, used vehicle managers, and other …” · “Strong discovery, presentation, demonstration, objection-handling, and closing skills.” · “Excellent organization, pipeline management, forecasting, and communication skills.”
  Show it by: Adapts the message to the listener; Gives an example of explaining something clearly in writing or speech.
• Teamwork and collaboration Core
  In the posting: “We have a people-first culture that fosters kindness, collaboration, and innovation, and empowers our Gurus with tools to fuel their career growth.” · “Beyond selling existing solutions, you will act as a collaborative builder—synthesizing market feedback from dealer meetings, influencing future product capa…” · “Travel is required for dealer meetings, strategic sales opportunities, industry events, and internal collaboration.”
  Show it by: Says what they did inside a team, not only what 'we' did; Shows how a disagreement was handled.
• Ownership and accountability Core
  In the posting: “While Account Executives own the primary dealer relationship, you serve as the specialized hunter for the Inventory Pillar.” · “The ideal candidate is a confident, accountable automotive sales professional who thrives in a fast-paced environment and takes ownership of clear revenue an…” · “Own the specialist portion of the sales cycle, including discovery, demonstration, objection handling, negotiation, and closing.”
  Show it by: Takes a task from start to finish without being chased; Owns a mistake and what was changed after it.
• Leadership and mentoring Core
  In the posting: “Serve as a critical voice of the dealer by providing thoughtful market feedback to Product, Product Marketing, Strategy, Sales Leadership, and other cross-fu…” · “5+ years of sales or sales leadership experience , including a demonstrated ability to close business and lead negotiations.” · “Direct dealership retail experience is strongly preferred, particularly in used vehicle operations, inventory management, pricing, merchandising, or dealersh…”
  Show it by: Describes setting direction or a standard others followed; Names someone they coached and what changed for them.
• Customer focus Core
  In the posting: “The market is evolving, and we are too, moving the entire automotive journey online and guiding our customers through every step.” · “Help AEs and RSDs identify the right customers, buying personas, and opportunities for CarGurus Inventory Management solutions.” · “Use dealership knowledge and an analytical approach to challenge existing inventory strategies and help customers think differently about how they price, mer…”
  Show it by: Puts the customer's need in their own words; Shows a result for the customer, not only for the company.
• Planning and organisation Core
  In the posting: “The ideal candidate is a confident, accountable automotive sales professional who thrives in a fast-paced environment and takes ownership of clear revenue an…” · “Share successful talk tracks, objection-handling strategies, competitive insights, and best practices across the Sales Specialist and broader sales organizat…” · “Excellent organization, pipeline management, forecasting, and communication skills.”
  Show it by: Shows how priorities were set when everything was urgent; Mentions deadlines met and how.
• Adaptability and learning Core
  In the posting: “Self-motivated, competitive, adaptable, and comfortable operating with a high degree of autonomy.” · “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…” · “A flexible hybrid model and robust time off policies encourage work-life balance and individual well-being.”
  Show it by: Describes learning something new quickly and using it; Shows a change of plan and how they adjusted.
• Stakeholder management Core
  In the posting: “Working as a product-focused seller and subject-matter expert, you will partner closely with Account Executives, Regional Sales Directors, and Product leader…” · “While Account Executives own the primary dealer relationship, you serve as the specialized hunter for the Inventory Pillar.” · “Beyond selling existing solutions, you will act as a collaborative builder—synthesizing market feedback from dealer meetings, influencing future product capa…”
  Show it by: Shows how they aligned people with different goals; Explains how they handled a 'no' from someone senior.
• Data and analysis Core
  In the posting: “Share successful talk tracks, objection-handling strategies, competitive insights, and best practices across the Sales Specialist and broader sales organizat…” · “Strong analytical skills and the ability to translate data and insights into a compelling business story.”
  Show it by: Uses a number to describe the situation or the result; Explains what the data showed and what was done with it.

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