Director of Strategic Alliances, Buying Groups & Sublease

Requisition ID:918760
Position:Full-Time
Total Rewards:Benefits/Incentive Information

Essilor Instruments provides seamless access to state-of-the-art products, with a focus on customer satisfaction by setting new standards of excellence in the industry. Our solutions highlight eye care professionals' expertise and meet their business needs, by providing innovative solutions and technologies, ensuring patients' quality care. Through this continuous innovation, we own a leading position in major categories such as finishing equipment, eye health assessment, eye refraction and fitting measurements.

Essilor Instruments is part of EssilorLuxottica, a global leader in the design, manufacture and distribution of world-class vision care products, including iconic eyewear, advanced lens technology and cutting-edge digital solutions. Join our global community of over 200,000 dedicated employees around the world in driving the transformation of the eyewear and eyecare industry. Discover more by following us on LinkedIn!

GENERAL FUNCTION

The Director of Strategic Alliances, Buying Groups & Sublease is responsible for leading the national enterprise alliance strategy across buying groups, franchise networks, IDNs, & sublease platforms. This role drives revenue growth, market penetration, & long-term competitive positioning within the ophthalmic & optometric capital equipment market.

As the senior commercial owner of alliance performance, the Director builds executive-level partnerships, negotiates enterprise agreements, & ensures disciplined execution across channels. This leader partners cross-functionally expand market share, standardize equipment adoption, & deliver sustainable, margin-aligned growth.

MAJOR DUTIES & RESPONSIBILITIES

Enterprise & Alliance Strategy

• Develop & execute national strategy across buying groups, franchise systems, IDNs, & sublease platforms.
• Negotiate preferred vendor agreements, multi-year enterprise contracts, & national partnership frameworks.
• Serve as executive sponsor for key alliances, maintaining C-suite relationships.
• Identify new strategic partnerships to expand enterprise distribution channels.

Commercial & Channel Leadership

• Lead commercial strategy for network-based organizations, driving equipment standardization & multi-location adoption.
• Establish pricing, rebate, & contract structures aligned to growth & margin objectives.
• Oversee sublease channel strategy, including conversions, upgrades, & penetration initiatives.
• Monitor competitive positioning & alliance performance to maintain preferred vendor status.

Financial & Performance Accountability

• Own alliance revenue targets, profitability metrics, & pipeline forecasting.
• Analyze channel performance, margin trends, & contract compliance.
• Deliver executive-level business reviews & strategic growth plans.

Cross-Functional Execution

• Partner with Sales, Marketing, Finance, Legal, Operations, & Service to ensure compliant program rollout & execution.
• Enable Field Sales teams to maximize alliance utilization & customer penetration.

BASIC QUALIFICATIONS

• 8-10+ years of enterprise sales, alliance leadership, or strategic account experience within medical devices, ophthalmic equipment, or healthcare technology
• Proven success negotiating enterprise & preferred vendor agreements.
• Experience leading buying group or network-based commercial strategy.
• Strong financial acumen & executive presentation skills.
• Experience influencing cross-functional leadership.
• Ability to travel nationally up to 40%.

PREFERRED QUALIFICATIONS

• Bachelor's degree required; MBA preferred.
• Experience within ophthalmology/optometry equipment markets.
• Direct experience with IDNs, franchise systems, sublease models, or buying group structures.

This posting is for an existing vacancy within our business.Employee pay is determined by multiple factors, including geography, experience, qualifications, skills and local minimum wage requirements. In addition, you may also be offered a competitive bonus and/or commission plan, which complements a first-class total rewards package. Benefits may include health care, retirement savings, paid time off/vacation, and various employee discounts.

EssilorLuxottica complies with all applicable laws related to the application and hiring process. If you would like to provide feedback regarding an active job posting, or if you are an individual with a disability who would like to request a reasonable accommodation, please call the EssilorLuxottica SpeakUp Hotline at 844-303-0229 (be sure to provide your name, job id number, and contact information so that we may follow up in a timely manner) or emailHRCompliance@luxotticaretail.com.

We are an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, gender, national origin, social origin, social condition, being perceived as a victim of domestic violence, sexual aggression or stalking, religion, age, disability, sexual orientation, gender identity or expression, citizenship, ancestry, veteran or military status, marital status, pregnancy (including unlawful discrimination on the basis of a legally protected pregnancy or maternity leave), genetic information or any other characteristics protected by law. Native Americans in the US receive preference in accordance with Tribal Law.