Manager, VPA Product and Commercial Strategy

Responsibilities

• Wholesale/Dealer Business Development
• 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).
• Forecasting, Pricing, and Policies
• 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.
• Digital Channel Growth
• 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.
• Product Strategy and Development
• 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.
• Cross-Functional Collaboration
• 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.
• Supervisory Responsibilities
• Lead the broader VPA eComm support team.

Requirements

• KNOWLEDGE/SKILLS/ABILITIES
• Strong commercial judgment and comfort owning revenue performance across multiple channels (wholesale, Amazon, and DTC).
• Ability to translate high-level goals

Benefits

Additional Information

VARSITY SPIRIT, A VARSITY BRANDS COMPANY - THE DRIVING FORCE IN SPIRIT ACROSS CHEER, DANCE, BAND AND YEARBOOK For over 50 years, Varsity Spirit has been the leading global source for all things spirit, including cheerleading, dance team, performing arts and yearbook. Focused on safety, entertainment and traditional school leadership, Varsity Spirit's 5,000+ employees are dedicated to celebrating school spirit. A leader in apparel innovation, educational camps, clinics, competitions, and yearbook, Varsity Spirit impacts more than a million athletes each year. OUR COMMITMENT TO SAFETY At Varsity Spirit, the safety and wellbeing of the young people we serve is of the utmost importance. Since our inception 50 years ago, we have been - and remain - steadfastly committed to doing our part to create a safe and positive environment for our participants' physical, emotional, and social development, and promoting an environment free from abuse and misconduct. Varsity has a zero tolerance for abuse in its programs, events, and associated business activities. Varsity is committed to reporting all suspicions, allegations, and incidents of abuse in full accordance with local laws and reporting requirements. Learn more at Our Commitment to Safety - Varsity.com . WORK TYPE: Full Time LOCATION DETAILS: Remote United States TRAVEL: Maximum of 15% travel for onsite visits, events, trade shows and meetings. Travel days require movement to and from location, ability to drive distances in a vehicle, physically lift luggage via air travel, and some general lifting of materials, boxes, etc. for setting up booth displays trade shows. Office days are largely sedentary performing computer work. COMPENSATION: The pay for this position is $92,000-95,000 annually, plus the opportunity to earn an annual bonus based on personal and company performance. The base salary will vary based on criteria such as education, experience and qualifications of the applicant, location, internal equity, and alignment with the market. HOW YOU WILL MAKE AN IMPACT Own revenue growth for Varsity Performing Arts (VPA) hard goods across wholesale/dealer business development, Amazon marketplace performance, and direct-to-consumer ecommerce. Lead product strategy and new product development while partnering cross-functionally to improve pricing, policies, and the customer experience.

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