[Hiring] Commercial Director @ZEISS Group

Role Description

Own the end-to-end commercial agenda for the Frames vertical in the US, translating global vertical strategy into a commercially viable US market approach. Build the organization and operating model, partner with key accounts to craft solutions, and deliver measurable revenue, profitability, customer adoption, and long-term growth.

This role sits at the intersection of product management, sales and commercial development, and implementation of strategic partnerships. The successful candidate will lead cross-functional efforts with Sales, Marketing, Operations, Finance, and Global Product Management to build differentiated frame propositions that increase ZEISS relevance at the point of sale and drive lens pull-through. Focus areas are:

• Strategic frame partnerships with frames companies and key customers that combine frames and ZEISS lenses into integrated commercial offerings.
• ZEISS Eyewear collection (US launch) – planning and executing the go-to-market strategy and commercial ramp-up of the ZEISS Eyewear collection in the US market.

Responsibilities

• Execute Complete Spectacle Programs & Partnerships with Frame Companies
• Implement the US localization and execution of complete spectacle offers, ensuring alignment with global strategy while tailoring frameworks, proposals, and processes to the US market.
• Implement defined program value propositions, structures, and offers (e.g., bundled propositions, incentives, co-marketing concepts), to ensure clear differentiation versus competing market offerings.
• Identify, prioritize, and onboard frame partners (manufacturers, brands, private labels, and key accounts) together with Business Development and Sales.
• Coordinate with Legal and Finance to operationalize commercially sound and compliant program frameworks and partner agreements.
• Create and roll out sales enablement tools (program playbooks, presentations, training content, ROI and business case tools) to ensure effective execution by ZEISS field teams and key account managers.
• Track and report on program execution KPIs (e.g., program adoption, frame–lens attach rates, revenue and margin contribution), and drive continuous improvement based on data and customer feedback.
• Act as the operational point of contact in the US for frame-related commercial programs, ensuring US market needs are captured and fed into global program owners and stakeholders.
• ZEISS Eyewear Collection – US Launch & Growth
• Own the go-to-market strategy for the ZEISS Eyewear collection in the United States, including market segmentation, target customer definition, positioning, and channel strategy.
• Plan and execute the commercial launch in close collaboration with Global Product Management, Marketing, Sales, and Operations.
• Support pricing strategy, margin targets, and commercial policies aligned with ZEISS guidelines.
• Guide merchandising and in-practice execution (displays, point-of-sale materials, branded experiences).
• Coordinate with global and regional stakeholders (e.g., ZEISS Eyewear / licensing partners, supply chain) on assortment, forecasts, and availability for the US market.
• Monitor sell-in and sell-out performance, analyze customer and consumer feedback, and propose adjustments (portfolio mix, communication, pricing) to accelerate adoption.
• Drive product and program lifecycle management for ZEISS Eyewear in the US, including line extensions or rationalizations based on performance and strategy.
• Commercial Strategy, Market Insights, and Cross-Functional Leadership
• Partner with US commercial and cross-functional teams as the interface for complete spectacle offerings, translating Vision Care strategy into concrete execution of frame programs and the ZEISS Eyewear collection.
• Conduct market and competitor analysis in the frames and eyewear space (including retailers, independent ECPs, buying groups, and integrated players) to identify opportunities, risks, and white spaces.
• Translate insights into clear, data-backed business cases and recommendations for investments, partnerships, and prioritization.
• Partner with Sales and Key Account Management to integrate complete spectacle programs into customer value propositions and annual account plans.
• Support strategic customer negotiations and presentations as the subject-matter expert for ZEISS frames propositions.
• Collaborate with Marketing and Brand teams to ensure communication, campaigns, and digital activities effectively support frame-related initiatives and are consistent with the ZEISS brand.
• Coordinate with Operations, Supply Chain, and Customer Service to ensure reliable availability, logistics, and service levels for complete spectacle offerings.
• Implement performance management routines (e.g., monthly dashboards, pipeline reviews, steering meetings) to ensure progress against targets and transparent reporting to US and global leadership.

Qualifications

• Bachelor’s in Business, Marketing, Economics, or related field.
• MBA or relevant master’s preferred for a role with P&L responsibility.

Requirements

• 5+ years in eyewear/optical, consumer goods, fashion/accessories, or related fields are highly preferred.
• 3+ years prior people management experience.
• Strong commercial and financial acumen: pricing, discount structures, margin analysis, forecasting.
• Ability to co-create solutions with strategic accounts and translate customer needs into scalable propositions.
• Proven leadership ability to build, motivate, and steer teams; effective with cross-functional influence.
• Excellent stakeholder management and communication, including engagement with senior executives, sales leaders, customers, and functional experts.
• Orientation to results, resilience, and pragmatic execution in a fast-paced, evolving market.
• Proficiency in English; additional languages a plus.
• Strong analytical capabilities with data-driven decision making.
• Proficiency with CRM systems (e.g., Salesforce), ERP/reporting tools, Excel, and PowerPoint for executive storytelling.

Travel

• Domestic & North American travel as required (approx. 20–40%).

Physical & Compliance Notes

• Standard office environment; occasional lifting and travel as needed.
• Compliance with ZEISS and Vision Care governance, policies, and ethics.

Benefits

• The annual pay range for this position is $144,300 - $180,400.
• This position is eligible for a Performance Bonus.
• ZEISS also offers robust benefits, including medical plans, retirement savings plan and paid time off.