Job Description: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.
Key ResponsibilitiesDSO Business Strategy & Performance- 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
Enterprise Account Leadership & Commercial Execution- 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
Cross-Functional Leadership- 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
Customer Experience & Implementation Excellence- 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
Commercial Operations & Process Excellence- 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
Organizational Leadership & Talent Development- 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
Job Requirements:Experience 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
Leadership Capabilities- 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
Business & Functional Expertise- 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
Reporting Structure- Reports to: Vice President, North America Commercial, Orthodontics
- Direct leadership across: DSO Sales, Strategic Implementation, Marketing, Clinical Education, and Customer Support (aligned through a direct & matrix model)
- Location: Field-based, North America
- Travel: Approximately 50%
Target Market Salary Range:Actual compensation packages take into account a wide range of factors that are unique to each candidate, including but not limited to geographic location; skill sets; relevant education and certifications; depth of experience; performance; and other business and organizational needs. The disclosed reasonable estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled. At Envista, it is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on the facts and circumstances of each case. The total compensation package for this position may also include an annual performance bonus, medical/dental/vision benefits, 401K match, and/or other applicable compensation plans.
$177,300 - $216,700
Operating Company:Ormco
Ormco is a global leader and innovator of high-quality orthodontic products and solutions, including brackets and wires. For more than 60 years, our team has partnered with the orthodontic community to help create over 20 million smiles in more than 140 countries. We build trusted relationships. Each one is rooted in respect and understanding. We take that approach when we help orthodontists achieve their clinical and practice management objectives. We take the same approach when we help our team bring their personal best to work each day, ready to make a difference and reach their full potential.
