Director, North America DSO Business Leader, Orthodontics

Envista Dentistry•Los Angeles, CA

1d•Remote

About The Position

The Director, North America DSO Business Leader is a senior commercial leadership role responsible for developing and delivering the end-to-end DSO business strategy across North America. Reporting to the Vice President, North America Commercial, this role leads a cross-functional team spanning Sales, Marketing, Clinical Education, Customer Support, and Strategic Implementation to drive sustainable growth, operational excellence, and customer value within the DSO segment. This leader is accountable for the full DSO business performance, including strategic account development, enterprise partnerships, commercial execution, and customer experience. The role requires both a strategic enterprise mindset and strong operational leadership to translate multi-year corporate agreements into consistent execution at the practice level. The ideal candidate brings deep expertise in the DSO landscape, strong cross-functional leadership capability, and the ability to influence across a matrixed organization to deliver on a cohesive, enterprise-wide strategy.

Requirements

Minimum 10 years of progressive commercial experience in medical device, dental, healthcare, or related industry
Minimum of 5 years of demonstrated managerial/leadership experience leading cross-functional or matrixed teams across sales, marketing, and operations
Proven DSO Expertise success managing enterprise or strategic accounts and executing complex commercial agreements with a deep understanding of the North American DSO landscape and procurement dynamics
Strong enterprise mindset with the ability to balance strategy and execution
Ability to lead through influence across functions without direct authority
Experience building scalable commercial models and driving organizational alignment
Strong financial and commercial acumen, including pricing models, contracts, and ROI-based selling
Experience with CRM systems and data-driven performance management
Proven ability to drive change management and operational transformation

Responsibilities

Own and deliver the North America DSO business strategy, including revenue, profitability, and market share growth
Develop and execute multi-year growth plans aligned to overall commercial and enterprise priorities
Drive segment-specific customer targeting, value propositions, and go-to-market strategies
Lead the development, negotiation, and execution of enterprise-level agreements with national and regional DSOs
Translate corporate agreements into clear execution plans across field teams and functions
Ensure alignment between enterprise strategy and in-market execution to maximize adoption and utilization
Lead and align a multi-disciplinary team including Sales, Marketing, Clinical Education, Implementation, and Customer Support
Partner closely with Product Management, R&D, Operations, Finance, and HR to ensure delivery of the total DSO value proposition
Establish clear governance, priorities, and operating cadence across all contributing functions
Oversee onboarding, implementation, and ongoing support models to ensure a consistent, high-quality customer experience
Drive development of scalable playbooks, workflows, and tools to support DSO practice adoption
Ensure clinical training and education programs accelerate adoption and standardization across DSO networks
Establish clear rules of engagement across field sales and DSO accounts, including incentive alignment and account ownership models
Leverage CRM, data, and analytics to track performance, optimize engagement, and inform decision-making
Drive continuous improvement in commercial processes, tools, and systems to enhance effectiveness and scalability
Build, lead, and develop a high-performing team across multiple functions
Foster strong collaboration and accountability within a matrixed organization
Ensure the right talent, structure, and capabilities are in place to support long-term DSO growth