Note: The job is a remote job and is open to candidates in USA. Varsity Brands is a leader in spirit-related products and services, dedicated to celebrating school spirit through various programs. The Manager of VPA Product and Commercial Strategy will be responsible for driving revenue growth across multiple channels, leading product strategy, and enhancing 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
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