Manager, VPA Product and Commercial Strategy

Varsity Spirit is a leading global source for cheerleading, dance team, performing arts, and yearbook products. They are seeking a Manager for VPA Product and Commercial Strategy to drive revenue growth, lead product strategy, and manage relationships with dealers while improving the customer experience.

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

Requirements:

• 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
• Proficiency with Microsoft Office; CRM experience (e.g., Salesforce) preferred
• Customer-first mindset and professionalism when working with large, sophisticated partners
• Ability to travel regularly and work evenings/weekends as needed
• Bachelor's degree in business, marketing, education, or related field (preferred)
• 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
• Experience in performing arts or the performing arts industry