Director, National Accounts

ZEISS Group•Remote - USA AZ, AZ

22h

About The Position

Reporting to VP/SVP, Retail, the National Account Director is responsible for the overall revenue, profit, operating expense, and account management for the assigned national/global retail account(s) within the U.S. Retail Business. The Director will cover the full range of retail relationship across all business segments including: Lab Rx Services, Lens Substrate, Dispensing Tools and Instruments, AR Coatings, Lens Accessories and Lab Enablement Services across ZEISS Branded, non-branded and OEM product portfolios. The Director will seek to increase CZV revenue, volume, profit and share of wallet by developing annual business plans and value-added programs and services that uniquely meet the needs of the retail key account. The goal is to strengthen and grow partnerships with retailers and partners while accelerating market share. The Director will seek to develop a strong, high performing team by championing the ZEISS Values (Serve, Act, Empower, Win) and implementing ZEISS leadership principles.

Requirements

Minimum of 5-10 years’ account management experience in the ophthalmic industry leading large retail accounts; Experience in CPG or related consumer products industry will be considered.
Must have direct experience working for or calling on customers at the VP or Sr. Director level with relationships among key customer decision makers.
Must have experience in an FDA-approved, highly regulated product category (e.g., consumer healthcare such as OTC medicines, diabetes test strips, or blood pressure monitors).
Proven success developing strategies that enable others to win new business and expand market share.
Demonstrated success managing RFP processes under tight timelines.
Proven history of complex negotiations yielding long-term, mutually beneficial partnerships.
High integrity and discernment—able to evaluate and decline opportunities inconsistent with brand or ethical standards.
Experience in global organizations and cross-cultural collaboration.

Responsibilities

Oversee ZEISS’s partnership with key accounts, including contract negotiation, assortment planning, pricing, and execution of joint business initiatives.
Manage current national customers
Pursue and develop potential partnerships with new customers
Conduct quarterly business reviews with leadership on key accounts to evaluate performance, growth opportunities, and collaboration plans.
Develop and lead a unified retail growth strategy that balances scale with ZEISS’s premium brand positioning.
Meet and exceed monthly, quarterly, and annual revenue targets as communicated by VP/SVP/President.
Initiate, organize and facilitate business activities between CZV and National Accounts including quarterly/annual business review and business plans.
Develop and deliver high impact, customer relevant, and financially supported proposals and presentations
Ensure clear roles and responsibilities across all direct/indirect reports; provide ongoing and continuous performance feedback (informal and formal)
Develop and plan key product initiatives and go-to-market programs to achieve customer objectives and CZV revenue/profit targets. Inclusive of RFP’s and pricing strategies.
Provide clear direction and alignment on Customer KPI’s and facilitate internal communication with all relevant cross-functional departments; Monitor, track and take corrective actions as necessary
Prepare sales and volume forecasts to support budget and demand planning cycles and provide timely input to VP to ensure plans are on track
Gather and analyze competitive data; Communicate findings and recommendations.
Partner with Marketing including the development of co-branded consumer campaigns emphasizing ZEISS lens innovation and quality.
Coordinate with Operations and Supply Chain to ensure optimal product availability, pricing accuracy, service levels, and inventory turns.
Collaborate with Product and Digital teams to embed ZEISS technologies within retail environments.
Manage office facilities and administration (if applicable)
Follows safety standards and reports any safety concerns to leadership