Sr National Account Executive - DSO

JOB OVERVIEW:

This position is responsible for leading and developing the overall strategic relationship between Henry Schein, Inc. and a select portfolio of the company's largest, most sophisticated, and strategically important Dental Support Organization (DSO) customers.  This role serves as the senior relationship leader and primary point of enterprise accountability for the customer across Henry Schein, Inc., with responsibility for customer relationships representing significant annual revenue, including individual relationships that may exceed $100 million in annual business across Henry Schein businesses.

This position operates at the executive level within both the customer and Henry Schein organizations, developing trusted relationships with C-suite and senior customer leadership while bringing together the full breadth of Henry Schein's businesses, capabilities, solutions, and leadership resources to support the customer's strategic objectives.  The position is responsible for protecting and growing the existing business while identifying opportunities to expand the relationship across Henry Schein. The role serves as the strategic bridge between the customer's executive leadership and Henry Schein senior leadership, ensuring that Henry Schein approaches the customer with one coordinated enterprise strategy.

KEY RESPONSIBILITIES: 

Enterprise Relationship Leadership

• Serve as the senior relationship leader and primary point of enterprise accountability for assigned strategic DSO customers across Henry Schein, Inc., ensuring the customer experiences One Henry Schein.
• Build and maintain trusted relationships with C-suite and senior customer leadership while developing a deep understanding of the customer's strategy, growth plans, operating model, and evolving business needs.
• Serve as the senior escalation point for significant opportunities and challenges affecting the overall Henry Schein relationship.

Enterprise Strategy & Growth

• Develop and execute a multi-year enterprise strategy for new and existing customers focused on retention, profitable growth, share of wallet, and expansion of the overall Henry Schein relationship.
• Maintain responsibility and visibility for the customer's total business across Henry Schein, Inc., identifying opportunities to connect customers with relevant products, services, technology, equipment, financial solutions, and capabilities across the enterprise.
• Anticipate competitive threats, market developments, and changes in customer strategy and translate them into proactive growth and retention initiatives.

One Henry Schein Leadership

• Act as the enterprise orchestrator across Henry Schein, aligning businesses, functions, capabilities, and senior leaders around a single customer strategy.
• Lead through influence across organizational boundaries, establishing clear priorities and accountability while ensuring customer opportunities and challenges receive appropriate visibility and executive sponsorship.
• Lead enterprise account reviews to align internal stakeholders around performance, strategic priorities, growth opportunities, risks, and execution.

Executive & Commercial Leadership

• Establish and lead executive governance with assigned customers, including executive business reviews and senior-level strategic planning discussions.
• Lead or coordinate significant contract negotiations, renewals, RFPs, and strategic commercial agreements, balancing customer objectives with Henry Schein's financial and strategic priorities.
• Maintain a comprehensive understanding of revenue, profitability, growth, share of wallet, contract performance, and overall relationship health across the total Henry Schein enterprise.

Customer Advocacy & Execution

• Serve as a senior advocate for the customer within Henry Schein, translating customer priorities and market insights into opportunities for innovation, growth, and deeper strategic partnership.
• Partner with sales, customer success, operations, and other supporting teams to translate enterprise strategy and executive commitments into effective execution and measurable customer outcomes.

SPECIFIC KNOWLEDGE & SKILLS: 

• Executive Presence: Demonstrated ability to engage credibly with CEO, CFO, COO, Chief Clinical Officer, Chief Procurement Officer, and other senior executives.
• Enterprise Relationship Leadership: Ability to manage highly complex, multi-dimensional customer relationships involving numerous internal and external stakeholders.
• Strategic & Consultative Mindset: Ability to understand a customer's business strategy and translate that understanding into mutually beneficial opportunities.
• Cross-Functional Leadership: Proven ability to lead and create accountability across teams and businesses without direct reporting authority.
• Commercial & Financial Acumen: Strong understanding of revenue, profitability, pricing, contracting, ROI, customer economics, and investment decisions.
• Negotiation: Demonstrated ability to lead complex, high-value negotiations involving multiple stakeholders and competing priorities.
• DSO Market Expertise: Strong understanding of the DSO marketplace, including organizational structures, procurement models, clinical decision making, operations, technology, and industry consolidation.
• Strategic Account Planning: Ability to develop and execute comprehensive multi-year strategies for large, complex enterprise customers.
• Organizational Influence: Ability to navigate a large organization, mobilize resources, resolve competing priorities, and gain alignment from senior leaders.
• Communication: Exceptional executive communication, presentation, facilitation, and storytelling skills.

GENERAL SKILLS & COMPETENCIES: 

• Broad and unique range of professional skills with an expert understanding of industry practices
• Outstanding proficiency with tools, systems, and procedures
• Expert planning/organizational skills and techniques
• Expert independent decision making, analysis and problem solving skills
• Outstanding verbal and written communication skills
• Outstanding presentation and public speaking skills
• Outstanding interpersonal skills
• Outstanding conflict resolution skills and ability to deliver difficult messages
• Use skill and influence to develop company objectives and principles and to achieve goals in creative and effective ways
• Excellent negotiating skills
• Strategic planning skills
• Project management, consultative skills and ability to manage a budget
• Expert in multiple technical and/or business skills
• Ability to cultivate and develop lasting internal and external customer relations

• Recognized in the industry as an expert
• Strong financial skills

MINIMUM WORK EXPERIENCE: 

Typically 12 or more years of increasing responsibility and complexity in terms of any applicable professional experience.  Demonstrated success in leading large, complex enterprise customer relationships and experience managing or influencing significant revenue portfolios, including relationships approaching or exceeding $100M in annual business.

PREFERRED EDUCATION: 

Typically a Bachelor's Degree or global equivalent in related discipline. Master's degree or global equivalent preferred. May hold two or more industry certifications.

TRAVEL / PHYSICAL DEMANDS:

Travel typically less than 10%. Office environment. No special physical demands required.

Henry Schein, Inc. is an Equal Employment Opportunity Employer and does not discriminate against applicants or employees on the basis of race, color, religion, creed, national origin, ancestry, disability that can be reasonably accommodated without undue hardship, sex, sexual orientation, gender identity, age, citizenship, marital or veteran status, or any other legally protected status. 

For more information about career opportunities at Henry Schein, please visit our website at: www.henryschein.com/careers

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