Director, National Accounts

About Us: As the pioneers of science, ZEISS handles the ever-changing environments in a fast-paced world, meeting it with cutting edge technologies and continuous advancements. With over 178 years in business, ZEISS believes that innovation and technology are the key to a sustainable future and solutions for global change. We have a diverse range of portfolios throughout the ZEISS family in segments like Industrial Quality & Research, Medical Technology, Consumer Markets and Semiconductor Manufacturing Technology. We are a global company with over 42,000 employees and have over 4,000 in the US and Canada alone.

About the Role

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 goal is to strengthen and grow partnerships with retailers and partners while accelerating market share by developing annual business plans and value-added programs and services that uniquely meet the needs of the retail key account.

Responsibilities

• Oversee ZEISS’s partnership with key accounts, including contract negotiation, assortment planning, pricing, and execution of joint business initiatives.
• Manage current national customers and 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 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.

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.

Benefits

• Medical
• Vision
• Dental
• 401k Matching
• Employee Assistance Programs
• Vacation and sick pay