VP of Sales, Dental Consumables

Dentsply Sirona, Inc•Charlotte, NC

31d

About The Position

The Vice President of Sales, Essential Dental (Consumable Dental Products) is responsible for setting the strategic direction and leading the North America sales organization across the Essential Dental portfolio, including preventive, restorative and consumable products. This executive role drives commercial strategy, market expansion, revenue growth, and operational excellence, ensuring strong execution across general dentistry practices, DSOs, and key distribution partners. The VP leads a broad, multi-tiered team and works cross-functionally to strengthen the company’s leadership position in the essential dental category.

Requirements

Demonstrated success leading large, multi-regional sales organizations within dental, medical device, healthcare supplies, or related consumables-driven markets.
Deep understanding of general dentistry workflows, purchasing behavior, clinical decision-making, and distributor dynamics.
Proven ability to develop and execute high-impact sales strategies across large product portfolios with varying clinical and operational value propositions.
Exceptional leadership, communication, negotiation, and relationship-building skills with the ability to influence across multiple levels and functions.
Advanced proficiency with CRM systems, sales analytics, forecasting, performance dashboards, and data-driven sales management.
Demonstrated ability to lead change, build high-performing teams, and deliver strong results in fast-paced, complex environments.
Bachelor’s degree required; MBA or advanced degree preferred.
15+ years of progressive sales leadership experience, including 7+ years in senior executive roles leading national or multi-tiered commercial teams.
Experience in dental, medical consumables, or clinical device industries required; general dentistry or distribution-channel experience strongly preferred.
Proven history of achieving revenue targets, leading commercial transformations, and managing large product portfolios.
Experience working with DSOs, strategic accounts, and dealer channel distribution networks preferred.
Regular travel (30%+) to customer sites, field engagements, executive meetings, and industry events.
Occasional international travel may be required.

Responsibilities

Serve as a senior member of the North America Executive Leadership Team, contributing to long-range planning, commercial strategy, and organizational priorities that support Essential Dental business growth.
Partner with the SVP, North America Sales and cross-functional leaders in Marketing, Product Management, Education, Operations, and Finance to build an aligned, data-driven, and customer-centric commercial strategy.
Define the strategic direction for the Essential Dental sales organization, ensuring strong alignment to revenue, margin, and market share objectives.
Oversee market analyses, sales trends, distribution performance, and competitive positioning to guide investment decisions and commercial strategy.
Lead the annual commercial planning process, including budgeting, market prioritization, quota setting, sales compensation design, and resource allocation across Preventive, Restorative, Consumable categories.
Lead, mentor, and develop regional, national, and key account sales leaders to drive consistent sales effectiveness, pipeline execution, and market coverage.
Drive strategic initiatives to grow the general dentistry customer base, including private practices, multispecialty clinics, dental support organizations (DSOs), institutions, and group purchasing partners.
Strengthen alignment with Marketing and Product teams to develop highly impactful go-to-market strategies, promotional campaigns, and clinical education programs tailored to general dentistry workflows.
Elevate sales execution across a diverse portfolio including impression materials, bonding agents, restorative materials, infection prevention, core instruments, and other essential chairside and operatory products.
Ensure the team effectively communicates product value, differentiation, reliability, and operational efficiency for general dentists and their clinical teams.
Champion advanced CRM utilization, analytics, and performance dashboards to improve forecasting, segmentation, territory optimization, and productivity.
Build executive-level relationships with key customers, regional and national DSOs, distributors, KOLs, and strategic business partners.
Lead distribution strategy in partnership with Channel Management teams to ensure strong representation, product availability, and promotional alignment across national and regional distributors.
Represent the company at major dental industry conferences, DSO meetings, and professional association events to reinforce the organization’s commitment to quality, innovation, and reliability in essential dental products.
Capture customer and distributor insights to influence product innovation, SKU optimization, marketing direction, and clinical training initiatives.
Build and scale a high-performing Essential Dental sales organization, ensuring robust talent acquisition, leadership development, competency advancement, and succession planning.
Set clear expectations and foster a culture of accountability, cross-functional collaboration, and operational excellence.
Partner with internal teams to ensure seamless product launches, demand planning accuracy, customer service excellence, and consistent brand messaging across the portfolio.
Drive empowerment, field engagement, and continuous improvement throughout the commercial organization.
Performs additional executive responsibilities as assigned.