Commercial Director, Frames

About Us:

ZEISS is a global technology and innovation leader in optics and optoelectronics. Founded in Germany in 1846, ZEISS operates in 50+ countries and offers career opportunities across engineering, manufacturing, research, sales, and technology. As a foundation‑owned company, ZEISS is committed to responsibility, quality, and continuous innovation. Employees help shape the future through cutting‑edge technology and impactful work. With a strong North American presence since 1925 and 20+ locations, ZEISS partners with industries including semiconductor, automotive, biomedical research, and medical technology, and is a leading manufacturer of eyeglass lenses, camera and cinema lenses, and precision optical systems.

Own the end‑to‑end commercial agenda for the Frames vertical in the US, translating global vertical strategy into a commercially viable US market approach. Build the organization and operating model, partner with key accounts to craft solutions, and deliver measurable revenue, profitability, customer adoption, and long‑term growth. This role sits at the intersection of product management, sales and commercial development, and implementation of strategic partnerships.

The successful candidate will lead cross‑functional efforts with Sales, Marketing, Operations, Finance, and Global Product Management to build differentiated frame propositions that increase ZEISS relevance at the point of sale and drive lens pull‑through.

Implement the US localization and execution of complete spectacle offers, ensuring alignment with global strategy while tailoring frameworks, proposals, and processes to the US market. Implement defined program value propositions, structures, and offers (e.g., bundled propositions, incentives, co‑marketing concepts) to ensure clear differentiation versus competing market offerings.

Identify, prioritize, and onboard frame partners (manufacturers, brands, private labels, and key accounts) together 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 (program playbooks, presentations, training content, ROI and business case tools) to ensure effective execution by ZEISS field teams and key account managers.

Track and report on program execution KPIs (e.g., program adoption, frame‑lens attach rates, revenue and margin contribution), and drive continuous improvement based on data and customer feedback. Act as the operational point of contact in the US for frame‑related commercial programs, ensuring US market needs are captured and fed into global program owners and stakeholders.

Own the go‑to‑market strategy for the ZEISS Eyewear collection in the United States, including market segmentation, target customer definition, positioning, and channel strategy. Plan and execute the commercial launch in close collaboration with Global Product Management, Marketing, Sales, and Operations. Define launch roadmap, portfolio introduction sequence, and channel priorities. Support pricing strategy, margin targets, and commercial policies aligned with ZEISS guidelines.

Guide merchandising and in‑practice execution (displays, point‑of‑sale materials, branded experiences). Coordinate with global and regional stakeholders (e.g., ZEISS Eyewear / licensing partners, supply chain) on assortment, forecasts, and availability for the US market. Monitor sell‑in and sell‑out performance, analyze customer and consumer feedback, and propose adjustments (portfolio mix,…