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.

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