Commercial Director, Frames

Location: Remote - USA NJ

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.

What’s the role?

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. Focus areas are:

• Strategic frame partnerships with frames companies and key customers that combine frames and ZEISS lenses into integrated commercial offerings.
• ZEISS Eyewear collection (US launch) – planning and executing the go-to-market strategy and commercial ramp-up of the ZEISS Eyewear collection in the US market.

• Sound Interesting?
• Here's what you'll do.
• Execute Complete Spectacle Programs & Partnerships with Frame Companies
• 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.
• The incumbent executes all activities in accordance with company rules and guide lines.• 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.
• ZEISS Eyewear Collection – US Launch & Growth
• 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, communication, pricing) to accelerate adoption.
• Drive product and program lifecycle management for ZEISS Eyewear in the US, including line extensions or rationalizations based on performance and strategy.
• Commercial Strategy, Market Insights, and Cross-Functional Leadership
• Partner with US commercial and cross-functional teams as the interface for complete spectacle offerings, translating Vision Care strategy into concrete execution of frame programs and the ZEISS Eyewear collection.
• Conduct market and competitor analysis in the frames and eyewear space (including retailers, independent ECPs, buying groups, and integrated players) to identify opportunities, risks, and white spaces.
• Translate insights into clear, data-backed business cases and recommendations for investments, 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 frames propositions.
• Collaborate with Marketing and Brand teams to ensure communication, campaigns, and digital activities effectively support frame-related initiatives and are consistent with the ZEISS brand.
• Coordinate with Operations, Supply Chain, and Customer Service to ensure reliable availability, logistics, and service levels for complete spectacle offerings.
• Implement performance management routines (e.g., monthly dashboards, pipeline reviews, steering meetings) to ensure progress against targets and transparent reporting to US and global leadership.
• Do You Qualify?
• Bachelor’s in Business, Marketing, Economics, or related field•MBA or relevant master’s preferred for a role with P&L responsibility

Experience

5+ years in eyewear/optical, consumer goods, fashion/accessories, or related fields are highly preferred.

3+ years prior people management experience

Knowledge, Skills & Abilities

• Strong commercial and financial acumen: pricing, discount structures, margin analysis, forecasting.
• Ability to co-create solutions with strategic accounts and translate customer needs into scalable
• propositions.
• •Proven leadership ability to build, motivate, and steer teams; effective with cross-functional influence.
• Excellent stakeholder management and communication, including engagement with senior executives,
• sales leaders, customers, and functional experts.
• Orientation to results, resilience, and pragmatic execution in a fast-paced, evolving market.
• Proficiency in English; additional languages a plus.
• Strong analytical capabilities with data-driven decision making.
• Proficiency with CRM systems (e.g., Salesforce), ERP/reporting tools, Excel, and PowerPoint for executive
• storytelling.

Travel

Domestic & North American travel as required (approx. 20–40%).

Physical & Compliance Notes

Standard office environment; occasional lifting and travel as needed.

Compliance with ZEISS and Vision Care governance, policies, and ethics.

Other

• Ability to build strong external partnerships and represent ZEISS professionally.
• High level of ownership, accountability, and professional demeanor.
• The annual pay range for this position is $144,300 - $180,400.
• The pay offered for this role may be influenced by factors such as job location, scope of role, qualifications, education, experience, & complexity/specialization/scarcity of talent.
• This position is eligible for a Performance Bonus.
• ZEISS also offers robust benefits, including medical plans, retirement savings plan and paid time off.
• .

Your ZEISS Recruiting Team

Debra Ann Rybolt

Zeiss provides Equal Employment Opportunity without unlawful regard to an Applicants race, color, religion, creed, sex, gender, marital status, age, national origin or ancestry, physical or mental disability, medical condition, military or veteran status, citizen status, sexual orientation, pregnancy (includes childbirth, breastfeeding or related medical condition), genetic predisposition, carrier status, gender expression or identity, including transgender identity, or any other class or characteristic protected by federal, state, or local law of the employee (or the people with whom the employee associates, including relatives and friends).