Commercial Director, Frames

Carl Zeiss SMT; United States; Presencial; USD 150.000 - 210.000; Jornada completa

Descripción de la vacante

ZEISS in the US seeks a results-driven leader to own the end-to-end commercial agenda for the Frames vertical, translating global strategy into a practical US market approach. You will build the organization, shape the operating model, and partner with key accounts to drive revenue and long-term growth.

You will lead cross-functional efforts with Sales, Marketing, Operations, Finance, and Global Product Management to create differentiated frame propositions and to launch the ZEISS Eyewear

Responsabilidades

• 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.
• 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.

Descripción del empleo

About Us:

ZEISS is a global technology and innovation leader in optics and optoelectronics. Founded in Germany in 1846, ZEISS operates in 50+ countries and offers career opportunities across engineering, manufacturing, research, sales, and technology.

As a foundation-owned company, ZEISS is committed to responsibility, quality, and continuous innovation. Employees help shape the future through cutting-edge technology and impactful work. With a strong North American presence since 1925 and 20+ locations, ZEISS partners with industries including semiconductor, automotive, biomedical research, and medical technology, and is a leading manufacturer of eyeglass lenses, camera and cinema lenses, and precision optical systems.

What's the role?

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:

1. Strategic frame partnerships with frames companies and key customers that combine frames and ZEISS lenses into integrated commercial offerings.
2. 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.

Sound Interesting?

Here's what you'll do.

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.
• The incumbent executes all activities in accordance with company rules and guide lines.- 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 Define launch roadmap, portfolio introduction sequence, and channel priorities.
• 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 prioritiz