US National Accounts Sales Manager, DSO

DSO Sales Manager | Reports to: Sales Director, DSO

Job Summary:

The DSO Sales Manager leads field execution of Dentsply Sirona’s Dental Support Organization (DSO) growth strategy by coaching and enabling a team of DSO National Account Managers (NAMs) and ensuring disciplined, data-driven sales execution across priority accounts. Reporting to the Sales Director, DSO, this role translates national DSO strategy into actionable account plans, drives pipeline health and forecast accuracy, and partners cross-functionally (Marketing, Product, Sales Operations, Finance, Legal, and Customer Care) to deliver integrated solutions that improve customer outcomes and accelerate profitable revenue growth.

Key Responsibilities:

Achievement of Financial Results & Key Performance Indicators

•  Delivers assigned revenue, growth, and profitability targets across priority DSO accounts and focus portfolios.
•  Owns regional forecasting cadence and accuracy by maintaining a healthy pipeline, enforcing opportunity standards, and driving timely deal progression.
•  Manages travel, discretionary spend, and resources within budget, with a focus on ROI and customer impact.

Operational Excellence           

•  Translates national DSO strategy into regional execution plans, operating rhythms, and seller priorities aligned to account-based goals.
•  Establishes performance management routines (KPIs, dashboards, QBRs) to ensure consistent execution against focus priorities (portfolio, new user targets, account coverage, and key partner coverage).
•  Analyzes account potential, current share, and whitespace opportunities by product/solution line; converts insights into prioritized pipeline actions and measurable account plans.
•  Builds and executes an annual business plan in partnership with the Sales Director, DSO, aligned to national DSO priorities and enterprise growth objectives.
•  Coaches NAMs on account-based selling, sales plays, and value messaging to improve conversion, portfolio adoption, and customer outcomes.
•  Partners cross-functionally (Marketing, Product, Sales Ops, Finance, Legal, and Customer Care) to coordinate execution, remove obstacles, and ensure consistent delivery against customer commitments.
•  Ensures strong CRM adoption, data integrity, and pipeline hygiene across the team to support forecasting, visibility, and scalable execution.
•  Maintains timely, professional communications and completes required administrative, compliance, and reporting processes.

Customer Excellence

•  Ensures account segmentation, coverage models, and activity standards align to DSO potential and customer needs, in partnership with Sales Operations.
•  Deploys NAM focus and field activity to the highest-impact accounts and initiatives, ensuring appropriate reach/frequency and measurable progress against account plans.
•  Leads consistent Large Account Management and Planning (LAMP) practices, including account reviews and QBRs, to drive retention, expansion, and execution quality.
•  Drives a best-in-class DSO customer experience by improving responsiveness, issue resolution, adoption, and retention across assigned accounts.
•  Builds and maintains strong relationships with key DSO stakeholders and internal partners to ensure alignment, trust, and follow-through on commitments.
•  Leads with urgency and accountability; makes timely decisions and escalates risks and customer issues appropriately.
•  Sets clear leading indicators and uses dashboards to track progress, identify gaps early, and drive corrective actions.
•  Builds a high-performing team culture grounded in coaching, collaboration, compliance, and customer focus.
•  Identifies, attracts, and develops talent; supports hiring, onboarding, and succession planning for key roles.
•  Leads structured issue management and escalation for customer concerns, ensuring timely resolution and closed-loop communication.

Talent Development & Corporate Citizenship

•  Coaches and develops NAMs through regular 1:1s, field rides, deal reviews, and skills development (enterprise selling, negotiation, and value-based conversations).
•  Holds the team accountable to operating cadence, activity standards, pipeline discipline, and execution of customer-specific account plans.
•  Leads annual performance and development planning (PACE or equivalent), setting clear objectives and supporting individual development plans.
•  Implements coaching plans and performance improvement plans as needed, with clear expectations, support, and follow-up.
•  Ensures required training, product knowledge, and compliance certifications are completed and maintained across the team.
•  Builds employee engagement and retention through clear expectations, recognition, development, and inclusive leadership.
•  Removes barriers to performance by aligning resources, resolving issues quickly, and ensuring quality and quantity standards are met.
•  Provides continuous feedback and coaching to accelerate performance and support career growth and readiness for expanded responsibility.
•  Ensures adherence to policies, regulatory requirements, and pricing/contract governance, modeling a “Quality Begins with Me” mindset.

Education:

•  Bachelor’s degree required (or equivalent experience in a related discipline); Master’s degree preferred.

Years and Type of Experience:

•  4+ years of relevant sales experience with a track record of achieving targets; 2+ years of people leadership preferred (healthcare/dental/medical device strongly preferred).
•  Strong business and financial acumen to assess opportunities, build ROI-based proposals, and support profitable growth within customer and contract guardrails.
•  Demonstrated success leading complex sales cycles, influencing cross-functional partners, and driving consistent execution through a team.

Key Required Skills, Knowledge, and Capabilities:

• Ability to effectively communicate the company’s mission, vision and strategy for the future
•  Ability to translate enterprise strategy into clear priorities, operating rhythms, and measurable execution plans for the field.
•  Strong executive presence and communication skills to influence DSO decision-makers and align internal stakeholders.
•  High proficiency in CRM and sales analytics to drive pipeline health, forecast accuracy, and data-driven decision making.
•  Change leadership mindset with the ability to implement new processes, tools, and ways of working while maintaining strong team engagement.
•  Demonstrated people leadership capability, including setting clear expectations and driving execution and performance through the team.
•  Proficiency with Microsoft 365 applications (Outlook, Excel, PowerPoint, Word) and standard business technology tools.
•  Ability to leverage internal systems, databases, and analytics tools to build customer-ready presentations and deliver clear, actionable management reporting.
•  Effective executive-level presentation and facilitation skills, with strong negotiation capability in complex, multi-stakeholder environments.
•  Ability to build a performance-driven culture and apply consistent performance management practices across the sales team.
•  Ability to identify and capitalize on growth opportunities while proactively managing business, financial, and compliance risk.
•  Proven ability to coach and develop National Account Managers across core sales competencies, including planning, execution, and customer engagement.
•  Demonstrated strength in professional selling skills, including discovery, value articulation, and closing.
•  Consistently achieves divisional goals and key performance objectives, while demonstrating expected competencies and standards of conduct.
•  Demonstrates Dentsply Sirona’s core values in daily decisions, customer interactions, and team leadership.
•  Demonstrated ability to influence others, build alignment, and lead by example.
•  Strong analytical and problem-solving skills, with the ability to turn data into clear insights and actions.
•  Demonstrated interpersonal effectiveness, with the ability to engage customers and colleagues in a professional, respectful, and solutions-oriented manner.
•  Ability to travel (up to 70%) to support DSO customer coverage, team coaching, and key internal meetings. Ability to operate a motor vehicle daily.

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