Dentsply Sirona

Sales Director, DSO

Dentsply Sirona

full-time

Posted on:

Location Type: Office

Location: Charlotte • North Carolina • United States

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Job Level

Lead

About the role

  • 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
  • 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
  • Own the DSO sales pipeline, forecasting accuracy, and revenue delivery
  • Partner with Marketing to develop DSO-specific campaigns, messaging, and lead-generation strategies
  • Lead, coach, and develop a high-performing DSO sales organization
  • Identify new DSO segments, emerging customers, and growth opportunities.

Requirements

  • 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.
Benefits
  • Professional development
  • High-performance culture
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
sales strategyaccount-based sellingcontract negotiationssales pipeline managementforecasting accuracylead generationportfolio expansionupsellingdata analysiscustomer insights
Soft Skills
relationship buildinginfluencingcoachingleadershipcommunicationexecutive presencestrategic thinkingnegotiationteam developmentadaptability
Certifications
Bachelor’s degreeMBA or advanced business degree