Director, National Accounts

ZEISS Group•Remote - USA AZ, AZ

About The Position

ZEISS is a company with over 178 years of history, pioneering science with cutting-edge technologies and continuous advancements. We believe in innovation and technology for a sustainable future and have a diverse range of portfolios in Industrial Quality & Research, Medical Technology, Consumer Markets, and Semiconductor Manufacturing Technology. We are a global company with over 42,000 employees worldwide, and over 4,000 in the US and Canada. The National Account Director, reporting to the VP/SVP, Retail, is responsible for the overall revenue, profit, operating expense, and account management for assigned national/global retail accounts within the U.S. Retail Business. This role covers the full range of retail relationships across all business segments, including Lab Rx Services, Lens Substrate, Dispensing Tools and Instruments, AR Coatings, Lens Accessories, and Lab Enablement Services for ZEISS Branded, non-branded, and OEM product portfolios. The primary goal is to increase ZEISS revenue, volume, profit, and share of wallet by developing annual business plans and value-added programs that meet the specific needs of key retail accounts, thereby strengthening partnerships and accelerating market share. The Director will also focus on developing a strong, high-performing team by championing ZEISS Values and 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.
Initiate, organize and facilitate business activities between ZEISS 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 ZEISS revenue/profit targets, inclusive of RFPs and pricing strategies.
Provide clear direction and alignment on Customer KPIs 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).
Follow safety standards and report any safety concerns to leadership.