Commercial Director, Frames

ZEISS Group•Remote - USA NJ, NJ

8d•$144,300 - $180,400

About The Position

The Commercial Director, Frames owns the end-to-end commercial agenda for the Frames vertical in the United States, translating global strategy into a commercially viable US approach. The role builds the organization and operating model, partners with key accounts to develop solutions, and delivers measurable revenue, profitability, customer adoption, and long-term growth. It works across product management, sales and commercial development, and strategic partnership implementation, leading efforts with Sales, Marketing, Operations, Finance, and Global Product Management to create differentiated frame propositions that increase ZEISS relevance at the point of sale and drive lens pull-through. The role focuses on strategic frame partnerships with frame companies and key customers, combining frames and ZEISS lenses into integrated commercial offerings, and planning and executing the US go-to-market strategy and commercial ramp-up of the ZEISS Eyewear collection. Responsibilities also include implementing complete spectacle programs in the US, launching and growing ZEISS Eyewear, conducting market analysis, supporting customer negotiations, and establishing performance management routines. The position involves domestic and North American travel as required, approximately 20–40%, and work in a standard office environment with occasional lifting and travel.

Requirements

Bachelor’s degree in Business, Marketing, Economics, or a related field.
At least 5 years of experience in eyewear/optical, consumer goods, fashion/accessories, or related fields is highly preferred.
At least 3 years of prior people management experience.
Strong commercial and financial acumen, including pricing, discount structures, margin analysis, and forecasting.
Ability to co-create solutions with strategic accounts and translate customer needs into scalable propositions.
Leadership ability to build, motivate, and steer teams and influence cross-functional partners.
Excellent stakeholder management and communication skills, including engagement with senior executives, sales leaders, customers, and functional experts.
Results orientation, resilience, and pragmatic execution in a fast-paced, evolving market.
Proficiency in English.
Strong analytical capabilities and data-driven decision-making.
Proficiency with CRM systems such as Salesforce, ERP/reporting tools, Excel, and PowerPoint for executive storytelling.
Ability to travel domestically and in North America as required, approximately 20–40%.
Ability to work in a standard office environment, with occasional lifting and travel.
Compliance with ZEISS and Vision Care governance, policies, and ethics.
High level of ownership, accountability, and professional demeanor.

Nice To Haves

MBA or relevant master’s degree, preferred for a role with P&L responsibility.
Additional language skills.

Responsibilities

Localize and execute complete spectacle offers in the US, aligning with global strategy while tailoring frameworks, proposals, and processes to the US market.
Implement defined program value propositions, structures, and offers, including bundled propositions, incentives, and co-marketing concepts.
Identify, prioritize, and onboard frame partners, including manufacturers, brands, private labels, and key accounts, 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 such as program playbooks, presentations, training content, ROI tools, and business case tools.
Track and report program execution KPIs, including adoption, frame–lens attach rates, revenue, and margin contribution, and drive continuous improvement using data and customer feedback.
Serve as the US operational point of contact for frame-related commercial programs and communicate US market needs to global program owners and stakeholders.
Own the US go-to-market strategy for the ZEISS Eyewear collection, including segmentation, target customer definition, positioning, and channel strategy.
Plan and execute the ZEISS Eyewear commercial launch with Global Product Management, Marketing, Sales, and Operations; define the launch roadmap, portfolio introduction sequence, and channel priorities.
Support pricing strategy, margin targets, and commercial policies in alignment with ZEISS guidelines.
Guide merchandising and in-practice execution, including displays, point-of-sale materials, and branded experiences.
Coordinate with global and regional stakeholders, including ZEISS Eyewear and licensing partners and supply chain, on assortment, forecasts, and US availability.
Monitor sell-in and sell-out performance, analyze customer and consumer feedback, and recommend portfolio, communication, and pricing adjustments to accelerate adoption.
Manage the ZEISS Eyewear product and program lifecycle in the US, including line extensions or rationalizations based on performance and strategy.
Partner with US commercial and cross-functional teams to translate Vision Care strategy into execution of frame programs and the ZEISS Eyewear collection.
Analyze the frames and eyewear market and competitors, including retailers, independent ECPs, buying groups, and integrated players, to identify opportunities, risks, and white spaces.
Translate market insights into data-backed business cases and recommendations for investment, 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 frame propositions.
Collaborate with Marketing and Brand teams on communications, campaigns, and digital activities supporting frame initiatives and consistent with the ZEISS brand.
Coordinate with Operations, Supply Chain, and Customer Service to support reliable availability, logistics, and service levels for complete spectacle offerings.
Implement performance management routines, including monthly dashboards, pipeline reviews, and steering meetings, to monitor progress against targets and provide transparent reporting to US and global leadership.
Conduct role activities in accordance with company rules and guidelines and comply with ZEISS and Vision Care governance, policies, and ethics.
Build strong external partnerships and represent ZEISS professionally.