Note: The job is a remote job and is open to candidates in USA. Varsity Spirit, a leader in the cheer and performing arts industry, is seeking a Manager for VPA Product and Commercial Strategy. This role focuses on driving revenue growth through strategic product management, dealer relationships, and ecommerce optimization.
Responsibilities
- Own the dealer/wholesale commercial plan to achieve revenue targets, including account strategy, pipeline development, and territory planning
- Build and maintain relationships with existing and prospective dealers; serve as the primary point of contact for product education, growth opportunities, and issue escalation
- Lead regular dealer business reviews to support forecasting, identify opportunities, and improve in-season execution
- Drive incremental dealer sales through premium trade-ups, increased category penetration, and new product adoption; recruit and onboard new dealers as needed
- Represent DSI/VPA at select industry events and trade shows (~6 per year)
- Create and maintain sales forecasts by dealer and product; translate insights into prioritized selling actions and cross-functional planning
- Own hard goods pricing in partnership with Finance; recommend promotional strategy and guardrails
- Partner with Operations to define and continuously improve wholesale shipping rates, policies, and the ordering experience
- Manage the Varsity Performing Arts ecommerce presence across all brands, including assortment expansion, pricing execution, demand forecasting, replenishment, and performance optimization
- Lead Stanbury.com and My Team Shops growth (in partnership with the VP, VPA), including assortment, merchandising priorities, and coordination with Operations to deliver best-in-class service levels and turnaround times
- Partner with Marketing to oversee ongoing improvements to DSI web pages and the annual DSI catalog to support dealer and consumer conversion
- Build and maintain the hard goods product roadmap; partner with Sourcing and internal/external suppliers to introduce and improve products (targeting ~3-5 new introductions/innovations per year)
- Coordinate product launches across channels, ensuring training, collateral, and go-to-market readiness for dealers and digital storefronts
- Partner with Apparel Sales and Stanbury teams on bundling opportunities, product education, and integrated go-to-market programs
- Collaborate across the broader Varsity Performing Arts team to further integrate VPA businesses and align priorities
- Lead the broader VPA eComm support team
Skills
- Strong commercial judgment and comfort owning revenue performance across multiple channels (wholesale, Amazon, and DTC)
- Ability to translate high-level goals into actionable plans, forecasts, and priorities
- Experience developing product strategies/roadmaps and partnering with sourcing/suppliers to deliver new products
- Strong pricing and margin awareness; experience shaping policies/terms that balance growth and customer experience
- Excellent communication and relationship-building skills with dealers/retail partners and internal stakeholders
- Highly organized; able to manage multiple initiatives concurrently and execute with minimal oversight
- Customer-first mindset and professionalism when working with large, sophisticated partners
- Ability to travel regularly and work evenings/weekends as needed
- 5 years' minimum managing commercial product strategy or transferable knowledge
- Demonstrated success managing multiple commercial channels
- Bachelor's degree in business, marketing, education, or related field
- CRM experience (e.g., Salesforce)
- Experience in performing arts or the performing arts industry
Benefits
- Comprehensive Health Care Benefits
- HSA Employer Contribution/ FSA Opportunities
- Wellbeing Program
- 401(k) plan with company matching
- Company paid Life, AD&D, and Short-Term Disability
- Generous My Time Off & Paid Holidays
- Varsity Brands Ownership Program
- Employee Resource Groups
- Access to Financial Coaching and member-owned Credit Union
- St. Jude Partnership & Volunteer Opportunities
- Employee Perks including discounts on personal apparel and equipment!
Company Overview