US Sales Director, DSO Channel
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Dentsply Sirona, Inc
US
Summary
Lead the national sales strategy and execution for the Dental Support Organization (DSO) customer segment in the US. Drive revenue growth and manage long-term strategic partnerships with large and mid-sized DSOs through a high-performing sales team.
Job Description
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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. Bringing out the best in people As advanced as dentistry is today, we are dedicated to making it even better. Our people have a passion for innovation and are committed to applying it to improve dental care. We live and breathe high performance, working as one global team, bringing out the best in each other for the benefit of dental patients, and the professionals who serve them. If you want to grow and develop as a part of a team that is shaping an industry, then we’re looking for the best to join us. Working at Dentsply Sirona you are able to: Develop faster - with our commitment to the best professional development. Perform better - as part of a high-performance, empowering culture. Shape an industry - with a market leader that continues to drive innovation. Make a difference -by helping improve oral health worldwide. |
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
What We Are Looking For - Scope of Role
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
The base salary and target annual incentive for this remote role is between $215,000 - $275,000. This role is also eligible to participate in our Long Term Incentive program. Actual compensation is influenced by a wide array of factors including but not limited to skill set, level of experience, and specific office location.
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Dentsply Sirona is an Equal Opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, sexual orientation, disability, or protected Veteran status. We appreciate your interest in Dentsply Sirona. If you need assistance with completing the online application due to a disability, please send an accommodation request to [email protected]. Please be sure to include “Accommodation Request” in the subject. For California Residents: We may collect the following categories of personal information in connection with the submission of your resume or application materials to us for employment, and if hired, your employment with us: identifiers (e.g., name, address, email address, birthdate); personal records (e.g., telephone number, signature, education information, criminal background information, passport number and visa information); consumer characteristics (e.g., sex, marital status, veteran status, race, disability, sexual orientation); professional or employment information (e.g., resume, cover letter, employment history, background check forms, references, certifications, transcripts and languages spoken); and inferences from personal information collected (e.g., a profile reflecting abilities and aptitudes). The above categories of personal information are collected for the following business purposes: performing recruitment and hiring services; processing interactions and transactions (e.g., to comply with federal and state laws requiring us to maintain certain records, managing the workforce); and security (e.g., detecting security incidents, protecting against fraudulent or illegal activity). For additional details and questions, contact us at [email protected] |
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A Global Total Solutions Provider
Dentsply Sirona is the world’s largest manufacturer of professional dental products and technologies, empowering dental professionals to provide better, safer and faster dental care. Our products and solutions include leading positions and platforms across consumables, equipment, technology, and specialty products. Dentsply Sirona is one global team that brings out the best in our people, lives and breathes high performance and personal accountability, acts with uncompromising integrity, improves the practice of dentistry with an unrelenting commitment to our customers and demonstrates a passion for innovation that shapes the dental industry.
As The Dental Solutions Company™ Dentsply Sirona’s comprehensive solutions offering includes leading product brands across consumables, equipment, technology and specialty products. With the broadest clinical education platform and an unparalleled commitment to R&D in dentistry, our mission and vision guide us to continuously aim higher, support our customers and advance patient care around the world.
Dentsply Sirona’s Global Headquarters is located in Charlotte, North Carolina. Our shares are listed in the United States on NASDAQ under the symbol XRAY. We care about your privacy - you can view our Privacy Policy here: http://www.dentsplysirona.com/privacy.
Founded
1899
Company size
10,001+ employees
Industry
Medical Device
Org type
Public Company
Headquarters
Charlotte, North Carolina
