Sales Director, DSO

Wellspect HealthCare; Charlotte (NC); On-site; USD 120,000 - 160,000; Full time

Benefits offered by this job

Professional development

High-performance culture

Market leading innovation

Impact on oral health globally

Job summary

A leading dental organization is seeking a Sales Director for its Dental Support Organization (DSO) segment. The role involves leading the sales strategy across the U.S., developing account-based strategies, and managing relationships with decision-makers. Ideal candidates will have extensive healthcare sales leadership experience and proven success in large-scale negotiations. This position requires up to 75% travel and offers opportunities in a high-performance environment.

Qualifications

• 5–8+ years of experience managing people leaders (managing managers).
• Extensive experience in sales leadership within healthcare, dental, or medical device industries.
• Proven success leading enterprise or national account sales organizations.

Responsibilities

• Own and execute the national DSO sales strategy.
• Develop and deploy account-based selling strategies.
• Establish senior-level relationships with DSO decision-makers.
• Lead complex contract negotiations.
• Monitor KPIs and performance metrics.

Skills

Sales leadership

Negotiation skills

Market analysis

Relationship management

Education

Bachelor’s degree in Business, Sales, Marketing, or related field

Job description

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.

Line of Business: Commercial | Reports to: Vice President, Enterprise Sales | Direct Reports: DSO Sales Leaders / National Account Managers | Location: United States

Benefits

• 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.

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.
• 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.
  • 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.
• 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.
  • 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.
• 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.

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.

Key Leadership Behaviors

• Grow & Develop Others
• Leverage Business Acumen
• Quality Begins with Me Mindset

Equal Opportunity Employment

DentsplySirona 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 DentsplySirona.

Accommodation Support

If you need assistance with completing the online application due to a disability, please send an accommodation request to [e-mail]. Please be sure to include "Accommodation Request" in the subject.