Dentsply Sirona is the world’s largest manufacturer of professional dental products and technologies, with a 130-year history of innovation and service to the dental industry and patients worldwide. Dentsply Sirona develops, manufactures, and markets a comprehensive solutions offering including dental and oral health products as well as other consumable medical devices under a strong portfolio of world class brands. Dentsply Sirona’s products provide innovative, high-quality and effective solutions to advance patient care and deliver better and safer dentistry. Dentsply Sirona’s global headquarters is located in Charlotte, North Carolina. The company’s shares are listed in the United States on NASDAQ under the symbol XRAY.
Line of Business: Commercial
Global Org Chart Title: Sales Director, DSO
Reports to: Vice President, Enterprise Sales
Direct Reports: DSO Sales Leaders / National Account Managers (as applicable)
Location of Role: United States
Role Summary
The Sales Director, DSO is responsible for leading the sales strategy, execution, and performance for Dentsply Sirona’s Dental Support Organization (DSO) customer segment across the United States. This role owns national DSO growth, driving revenue, share expansion, and long-term strategic partnerships with large and mid-sized DSOs.
This leader serves as the senior commercial authority for DSOs, aligning account-based strategies with enterprise customers while ensuring disciplined execution through the sales organization. The Sales Director, DSO partners closely with Marketing, Product, Finance, Legal, and Operations to deliver differentiated solutions, consistent execution, and a best-in-class customer experience for DSOs.
• From transactional selling → to enterprise partnership management
• From product focus → to integrated DSO solutions
• From pipeline activity → to sustainable revenue growth
• From regional execution → to national DSO strategy
What Will You Do - Responsibilities
DSO Sales Strategy & Leadership
• Own and execute the national DSO sales strategy, aligned to Americas Commercial priorities and enterprise growth objectives.
• Develop and deploy account-based selling strategies tailored to large, multi-location DSOs.
• Translate market trends, customer insights, and performance data into actionable commercial plans.
• Provide executive-level visibility into DSO performance, risks, and opportunities.
2. Key Account & Business Development Management
• Establish, develop, and maintain senior-level relationships with DSO decision-makers and influencers.
• Drive new business acquisition while expanding existing DSO partnerships through contract renewals, portfolio expansion, and upselling.
• Lead complex, multi-year contract negotiations including pricing, terms, and value-based agreements.
• Ensure consistent execution of customer-specific strategies across the sales organization.
3. Sales Execution, Forecasting & Performance Management
• Own the DSO sales pipeline, forecasting accuracy, and revenue delivery.
• Define and monitor KPIs, dashboards, and performance metrics to ensure disciplined execution.
• Ensure strong CRM adoption, data integrity, and pipeline hygiene across the team.
• Adjust strategies dynamically to address performance gaps or market changes.
4. Cross-Functional Partnership (NAM)
• Partner with Marketing to develop DSO-specific campaigns, messaging, and lead-generation strategies.
• Collaborate with Product, Operations, Finance, and Legal to align offerings, pricing, and contract structures.
• Ensure seamless handoffs and execution across internal teams to deliver a consistent customer experience.
5. Team Leadership & Talent Development
• Lead, coach, and develop a high-performing DSO sales organization.
• Set clear objectives, performance expectations, and accountability standards.
• Conduct regular performance reviews and support individual development plans.
• Attract, develop, and retain top sales talent to build a scalable and sustainable organization.
6. Market Expansion & Strategic Growth
• Identify new DSO segments, emerging customers, and growth opportunities.
• Support strategic partnership discussions and inorganic growth initiatives as applicable.
• Ensure the DSO strategy evolves with industry trends, consolidation, and customer needs.
Who You Are - Qualifications
Required
• Bachelor’s degree in Business, Sales, Marketing, or related field.
• Extensive experience in sales leadership within healthcare, dental, or medical device industries.
• Proven success leading enterprise or national account sales organizations.
• Demonstrated ability to manage complex sales cycles and large-scale contract negotiations.
• Strong executive presence with the ability to influence senior internal and external stakeholders.
• Willingness and ability to travel domestically as required (up to 75%).
• Must have 5–8+ years of experience managing people leaders (managing managers).
Preferred
• MBA or advanced business degree.
• Direct experience selling to Dental Support Organizations (DSOs).
• Strong understanding of the U.S. dental market and customer economics.
• Experience working in highly matrixed, cross-functional organizations.
How We Lead the DS Way - Key Leadership Behaviors
• Inspire Vision & Purpose
• Grow & Develops Others
• Leverage Business Acumen
• Drive Execution Excellence
• Quality Begins with Me Mindset
• Cultivate Innovation
• Instill Customer Focus Mindset