DSO, Field Sales Operations Manager, North America

Job Title: DSO, Field Sales Operations Manager, North America Department: Sales

Reports To: General Manager, North America FLSA Classification: Non-Exempt

Effective Date: 3/30/2026

Job Summary:

The Field-Based Sales Operations Manager, for the Dental Service Organization (DSO) channel is responsible for driving strategic sales growth, increasing product adoption, and managing key DSO partnerships across North America. This role leads a team of Strategic Account Sales Representatives, with effective and proactive communication, and ensures execution of sales initiatives that support revenue, utilization, and market share objectives.

Essential Functions:

• Manages sales performance across assigned DSOs, ensuring customer and doctor satisfaction; provides regular performance reporting to leadership.
• Leads development, execution, and optimization of DSO/OSO pilot, integration, and growth strategies.
• Partners with the North America General Manager to align field execution with organizational goals.
• Leads, coaches, and develops the Strategic Account Sales Team; oversees recruiting, hiring, and onboarding of new team members.
• Drives the adoption and utilization of aligner solutions through hands-on training and support with DSO doctors and clinical teams.
• Establishes team-wide standards for territory management and call planning
• Conducts quarterly co-travel with each Strategic Account Representative to observe field performance, provide real-time coaching on sales call execution, and deliver actionable feedback to strengthen skills and drive consistent improvement.
• Fosters a culture of accountability, teamwork and customer centricity.
• Uses CRM tools to manage pipeline, opportunities, and account activities.
• Oversees team expense budgets, travel planning, and reporting.
• Represents the organization at key conventions, meetings, and DSO leadership events.
• Analyzes market trends, competitive activity, and DSO performance to identify risks and growth opportunities.
• Collaborates with Marketing, Commercial Operations, Training, and Product teams to support field execution and program rollouts.
• Provides accurate forecasting and business insights of assigned accounts to management.

Qualifications:

• Bachelor's degree preferred; 7+ years of sales, strategic account management, or marketing experience within Orthodontics, Dentistry, or MedTech.

• Proven experience working with DSOs/OSOs or managing enterprise-level healthcare accounts.
• Direct knowledge of DSO and/or OSO Operations and Strategies.
• Has North America DSO C-suite level connections and proven ability to participate in proactive and successful contract negotiations.
• Strong communication and presentation skills, including the ability to deliver compelling business cases to C-suite audiences.
• Highly organized with excellent time-management skills and attention to detail.
• Able to work independently, navigate ambiguity, and execute with minimal direction.
• Analytical mindset with the ability to interpret data, identify trends, and translate insights into actionable strategies.
• Strong influencing and negotiation skills; adept at managing complex organizations, resolving conflicts, and driving alignment.
• Proficient with CRM and sales management tools.
• Valid driver's license, clean driving record, passport, and ability to travel across North America.

Travel & Benefits

• Travel is approximately 50% with overnight stays required
• Car allowance provided, must maintain a reliable working vehicle and carry car insurance on vehicle.
• We offer a competitive base salary, sales incentive bonus program, and benefits.
• Eligible for annual sales incentive trip.