Director, National Accounts

Bausch & Lomb GmbH; United States; Remote; USD 175,000 - 200,000; Full time

Job summary

Bausch + Lomb is seeking a Director, National Accounts to accelerate growth by leading a team of account managers and driving strategic initiatives with top-tier partners in the vision care space.

The role requires a strong track record in strategic account management, contract negotiations, and cross-functional leadership across Sales, Marketing, Finance, and Operations. US-based remote work option available with up to 30% travel.

Qualifications

• Bachelor's degree required; MBA or advanced degree preferred.
• 10+ years of progressive sales/commercial leadership experience, including at least 5 years in National/Strategic Accounts or Key Account leadership within healthcare, medical device, pharma, or consumer health.

Responsibilities

• Lead account managers; provide direction and performance feedback.
• Develop and own long-term strategic account plans for top-tier National Accounts to maximize revenue and market share.
• Lead contract negotiations, category management strategies, and joint business planning with executives.
• Launch and scale new products through account-specific commercialization strategies to ensure rapid adoption and growth.
• Partner with Marketing, Finance, Professional Affairs, and Sales Operations to design customized programs (e.g., co-op marketing, growth programs, e-commerce activations).
• Ensure alignment and execution by guiding field sales on account initiatives.
• Act as an advisor to Senior Director with market intelligence and strategic recommendations.
• Lead account-level P&L oversight including revenue, trade spend, and profitability management.
• Establish and monitor KPIs, leverage analytics to inform decisions and optimize ROI.
• Drive disciplined forecasting, consumption planning, and resource allocation.

Skills

Leadership

Strategic accounts

Contract negotiations

Cross-functional collaboration

Analytics

Forecasting

People management

Relationship management

Education

Bachelor's degree

MBA

Tools

CRM

Analytics tools

MS Office

Sales databases

Job description

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Bausch + Lomb (NYSE/TSX: BLCO) is a leading global eye health company dedicated to protecting and enhancing the gift of sight for millions of people around the world—from the moment of birth through every phase of life. Our mission is simple, yet powerful: helping you see better, to live better.

Our comprehensive portfolio of over 400 products is fully integrated and built to serve our customers across the full spectrum of their eye health needs throughout their lives. Our iconic brand is built on the deep trust and loyalty of our customers established over our 170-year history. We have a significant global research, development, manufacturing and commercial footprint of approximately 13,000 employees and a presence in approximately 100 countries, extending our reach to billions of potential customers across the globe. We have long been associated with many of the most significant advances in eye health, and we believe we are well positioned to continue leading the advancement of eye health in the future.

Bausch + Lomb is seeking a highly strategic and results-driven Director, National Accounts to accelerate our efforts in building, managing, and expanding relationships with key National Account partners in the contact lens space. This sales leadership role will be instrumental in shaping Bausch + Lomb’s Vision Care business through innovative account strategies, enterprise-level negotiations, and executional excellence across channels (Private Equity, Retail, Doctor Alliance Groups). The Director position will report to the Senior Director of National Accounts.

The Director will be a player/coach, leading and mentoring a small team of account managers, and together, will partner closely with Sales Leadership, Marketing, Professional Affairs, Customer Service, Finance, and Supply Chain teams to create integrated customer business plans that drive revenue, market share, and profitability. This individual will ensure alignment with corporate objectives, while driving to achieve ambitious growth goals.

Requirements:

• Coach, develop, deploy and lead account managers; providing consistent communication and performance feedback.
• Develop and own long-term strategic account plans for top-tier National Accounts partners to maximize revenue, profitability, and market share.
• Lead contract negotiations, category management strategies, and joint business planning with executive stakeholders.
• Launch and scale new products through account-specific commercialization strategies that ensure rapid adoption and growth.
• Partner with Marketing, Finance, Professional Affairs, and Sales Operations to design and implement customized programs (e.g., co-op marketing, growth programs, fit sets, e-commerce activations).
• Ensure seamless alignment and execution by providing guidance and direction to field sales team on account initiatives.
• Act as an advisor to the Senior Director of National Accounts by providing market intelligence, competitive insights, and strategic recommendations.
• Lead account-level P&L oversight including revenue, trade spend, and profitability management.
• Establish and monitor key performance metrics, leveraging analytics and insights to inform decision-making and optimize ROI.
• Drive disciplined forecasting, consumption planning, and resource allocation.
• Serve as the point of contact for senior leadership with critical customers, fostering high-impact relationships that drive collaboration and growth.
• Champion customer-centric approaches, ensuring business solutions meet both customer needs and organizational objectives.
• Represent Bausch + Lomb at industry forums, conferences, and key account summits.
• Help to create a culture of accountability, collaboration, and innovation within the National Accounts team.
• Partner with HR and Sales Leadership to assess talent needs, succession planning, and future capability building.

Qualifications:

• Bachelor’s degree required; MBA or advanced degree preferred.
• 10+ years of progressive sales/commercial leadership experience, including at least 5 years in National/Strategic Accounts or Key Account leadership within healthcare, medical device, pharma, or consumer health.
• Demonstrated comprehensive knowledge of vision care/optometry business channels, provider landscape, sales and marketing structures, brand strategies and competitive products.
• Proven success managing account-level P&Ls with full revenue and profitability responsibility.
• Strong experience in contract negotiation, trade strategy, category management, and joint business planning.
• Demonstrated ability to lead teams and influence cross-functional stakeholders in a matrixed environment.
• Exceptional communication and presentation skills, with the ability to engage and influence internal and external stakeholders and proven sound business judgment and financial acumen.
• Thorough understanding of sales and marketing, business trends and consumer dynamics
• Demonstrated ability to coordinate, prioritize and handle multiple priorities and projects simultaneously with keen attention to detail.
• Excellent leadership and team interaction skills to allow for maximum influence on key stakeholders as well as strengthening culture.
• Demonstrated analytical, collaborative, and consultative abilities.
• Domestic Travel required, ability to travel overnight up to 30%.
• High digital fluency, including CRM, analytics tools, MS Office, and sales databases.
• Valid driver’s license in state where territory is located, along with clean driving record.

This position may be available in the following location(s): US - Remote

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.

For U.S. locations that require disclosure of compensation, the starting pay for this role is between $175,000.00 and $200,000.00. The estimated salary range reflects an anticipated range for this position. The actual base salary offered may depend on a variety of factors.

• U.S. based employees may be eligible for short-term and/or long-term incentives.
• They may also be eligible to participate in medical, dental, vision insurance, disability and life insurance, a 401(k) plan and company match, a tuition reimbursement program (select degrees), company holidays, and well-being benefits, among others.
• U.S. based employees are also eligible to receive sick time, floating holidays and paid vacation.

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