Commercial Director, Frames

This is a fully remote position, open to applicants in New Jersey.

📋 Description

• Take charge of the comprehensive commercial strategy for the Frames segment in the US.

• Adapt the global vertical strategy into a commercially effective approach for the US market.

• Develop the organizational structure and operating model.

• Collaborate with key accounts to create solutions that foster revenue, profitability, customer adoption, and sustainable growth.

• Lead collaborative initiatives with Sales, Marketing, Operations, Finance, and Global Product Management.

• Identify, prioritize, and onboard frame partners.

• Implement compliant program frameworks and partner agreements in conjunction with Legal and Finance.

• Design and deploy sales enablement tools, such as playbooks, presentations, training materials, ROI, and business case instruments.

• Monitor program execution KPIs, including adoption rates, frame-lens attach rates, revenue, and margin contributions.

• Own the US go-to-market strategy and commercial launch of the ZEISS Eyewear collection.

• Establish the launch roadmap, portfolio introduction sequence, channel priorities, pricing support, and margin objectives.

• Guide merchandising and execution within practices.

• Coordinate assortment, forecasts, and availability with global and regional partners.

• Track sell-in and sell-out performance and suggest adjustments to the portfolio, communication, and pricing strategies.

• Drive management of the product and program lifecycle.

• Conduct analyses of the market and competitors in frames and eyewear.

• Create data-driven business cases and recommendations.

• Integrate comprehensive spectacle programs into customer value propositions and account plans.

• Assist in strategic customer negotiations and presentations.

• Work alongside Marketing and Brand teams on communications, campaigns, and digital initiatives.

• Collaborate with Operations, Supply Chain, and Customer Service.

• Establish dashboards, pipeline reviews, steering meetings, and clear reporting to leadership.

⛳️ Requirements

• Bachelor's degree in Business, Marketing, Economics, or a related field.

• Over 5 years of experience in eyewear/optical, consumer goods, fashion/accessories, or closely related industries is highly preferred.

• At least 3 years of prior experience in people management.

• Strong commercial and financial acumen, including expertise in pricing, discount structures, margin analysis, and forecasting.

• Capability to co-create solutions with strategic accounts and translate customer needs into scalable offerings.

• Proven leadership skills to build, motivate, and guide teams; effective at influencing cross-functional teams.

• Excellent stakeholder management and communication skills.

• Results-oriented, resilient, and pragmatic approach to execution in a fast-paced and evolving market.

• Proficiency in English; additional language skills are advantageous.

• Strong analytical skills with a focus on data-driven decision-making.

• Proficiency in CRM systems (e.g., Salesforce), ERP/reporting tools, Excel, and PowerPoint.

• Willingness to travel domestically and within North America as needed (approximately 20–40%).

• Adherence to ZEISS and Vision Care governance, policies, and ethical standards.

• Ability to build strong external partnerships and represent ZEISS in a professional manner.

• High level of ownership, accountability, and professional integrity.

🏝️ Benefits

• Performance Bonus

• Medical plans

• Retirement savings plan

• Paid time off