Director, Enterprise Deal Strategy

Envista Dentistry•Brea, CA

6d•Onsite

About The Position

This position is based on-site and requires four days per week in the Brea office to support collaboration and business needs. The Director, Enterprise Deal Strategy owns the enterprise deal engine and contract lifecycle for the DSO business and shares accountability for enterprise commercial performance including pricing effectiveness, contract strategy, renewal outcomes, profitability optimization, and enterprise partnership expansion. This role is responsible for enterprise pricing strategy, RFP management, contract governance, rebates, commercial terms, renewals, and cross-OpCo deal orchestration. The role serves as the commercial execution leader for complex enterprise opportunities, partnering closely with Strategic Account Managers (SAMs), OpCo DSO leaders, Finance, Legal, and Commercial leadership to ensure Envista can respond quickly, consistently, and profitably across the enterprise. While SAMs retain ownership of customer relationships, account strategy, and growth planning, this role enables their success by providing the commercial frameworks, pricing strategies, contract structures, governance, and deal coordination required to execute enterprise opportunities and maximize portfolio leverage. This position owns enterprise commercial governance and establishes strategic policies, decision frameworks, and operating standards that guide business investment and growth decisions. The role defines the long-term commercial architecture for enterprise partnerships, including pricing strategy, contract strategy, rebate philosophy, and portfolio optimization.

Requirements

Bachelor's degree required
12+ years of experience in commercial strategy, deal desk, enterprise sales, pricing, contracting, sales operations, finance, or related commercial leadership roles
Experience leading complex enterprise-level contracts, negotiations, pricing strategies, and commercial programs
Advanced MS Excel skills
Demonstrated ability to influence cross-functional teams and drive execution in a matrixed organization
Strong commercial and financial acumen with the ability to balance customer needs and business objectives

Nice To Haves

MBA preferred
dental or medical device experience highly desired
Tableau or Power BI is a plus
Strong commercial and financial acumen
Deep expertise in pricing strategy, contracting, rebates, and enterprise deal structuring
Strong negotiation and influencing capabilities
Ability to balance growth objectives with profitability requirements
Executive-level communication and presentation skills
Excellent project and stakeholder management
Strategic thinker with sound business judgment
Strong analytical and problem-solving capabilities
Highly organized with exceptional attention to detail
Ability to influence across a matrixed organization without direct authority
Ability to coordinate complex cross-functional initiatives and drive execution

Responsibilities

Establish and lead Envista's enterprise commercial strategy and operating model for DSO partnerships, defining the frameworks, governance, and capabilities required to drive sustainable growth and profitability.
Partner directly with DSO, OpCo, Finance, Legal, Commercial, and Executive Leadership to shape enterprise partnership strategies, investment decisions, and growth priorities.
Lead commercial strategy development for enterprise agreements, renewals, expansions, RFPs, and strategic initiatives.
Serve as the executive commercial leader responsible for aligning cross-functional and OpCo leadership around enterprise partnership strategy and commercial execution priorities.
Act as Envista's senior commercial advisor for enterprise partnership structuring, profitability strategy, and contract governance.
Ensure enterprise opportunities align with company growth objectives, pricing strategy, and financial targets.
Share accountability for DSO growth, retention, portfolio adoption, and profitability outcomes.
Own enterprise pricing governance while operating within established OpCo pricing authorities.
Develop and maintain pricing models, rebate structures, customer tiering methodologies, and commercial frameworks.
Lead deal review and approval processes to ensure consistent commercial decision-making.
Evaluate pricing performance and profitability trends to identify optimization opportunities.
Establish governance processes that improve pricing consistency, speed, and commercial discipline.
Own enterprise contract lifecycle management from opportunity development through execution, implementation, amendment, renewal, and termination.
Develop and maintain standard contract structures, commercial terms, governance processes, and negotiation frameworks.
Ensure contractual commitments, rebates, incentives, customer investments, and performance obligations are documented, tracked, and measured.
Partner with Legal and Finance to ensure compliance, risk mitigation, and contractual alignment.
Improve contract management processes to reduce cycle times and enhance customer experience.
Own enterprise RFP strategy, response coordination, proposal development, and commercial content.
Maintain visibility into enterprise opportunities, renewals, contract status, and RFP pipelines.
Establish processes that ensure renewals are proactively managed and executed.
Identify opportunities for contract enhancements, portfolio expansion, new product adoption, and customer tier progression.
Coordinate implementation of pricing updates, contract modifications, rebates, and commercial programs.
Serve as the central point of coordination for Enterprise Partnership opportunities across Envista operating companies.
Align OpCo commercial teams around a unified enterprise strategy and customer approach.
Lead enterprise commercial decision-making across operating companies and functions to ensure alignment with growth, profitability, and customer partnership objectives.
Maximize portfolio leverage by identifying opportunities to expand customer adoption across Envista businesses.
Ensure customers experience a consistent commercial approach across the enterprise.
Develop reporting, analytics, dashboards, and decision-support tools related to enterprise opportunities and contract performance.
Monitor deal profitability, rebate utilization, pricing compliance, contract performance, and renewal outcomes.
Establish the long-term roadmap for commercial excellence capabilities, including governance, analytics, contracting, and enterprise partnership management.
Provide leadership with visibility into enterprise pipeline performance, commercial risks, and growth opportunities.