Sales Director, Direct Sales

Dentsply Sirona is the world’s largest manufacturer of professional dental products and technologies, with a 130-year history of innovation and service to the dental industry and patients worldwide. Dentsply Sirona develops, manufactures, and markets a comprehensive solutions offering including dental and oral health products as well as other consumable medical devices under a strong portfolio of world class brands. Dentsply Sirona’s products provide innovative, high-quality and effective solutions to advance patient care and deliver better and safer dentistry. Dentsply Sirona’s global headquarters is located in Charlotte, North Carolina, USA. The company’s shares are listed in the United States on NASDAQ under the symbol XRAY.

Bringing out the best in people

As advanced as dentistry is today, we are dedicated to making it even better. Our people have a passion for innovation and are committed to applying it to improve dental care. We live and breathe high performance, working as one global team, bringing out the best in each other for the benefit of dental patients, and the professionals who serve them. If you want to grow and develop as a part of a team that is shaping an industry, then we’re looking for the best to join us.

Working at Dentsply Sirona you are able to:

Develop faster - with our commitment to the best professional development.

Perform better - as part of a high-performance, empowering culture.

Shape an industry - with a market leader that continues to drive innovation.

Make a difference -by helping improve oral health worldwide.

Role Purpose

Lead the Canadian direct sales organization to drive revenue growth, market share expansion, and customer loyalty across national and regional Key Accounts. Build and develop a high‑performing sales organization—comprised of6Regional Business Managers (RBMs) and their field teams—focused on strategic account penetration, customer experience excellence, and execution of the Canadian commercial strategy.
This position reports directly to the Canada Commercial Vice President.

Scope & Responsibilities

Business Leadership

• Own the Canadian direct go‑to‑market strategy, including territory design, account segmentation, and coverage for Key Accounts and regional customers.
• Deliver annual revenue, margin, and product mix goals; oversee pipeline health, forecast accuracy, and structured national sales cadence.
• Strengthen customer engagement through account planning, joint business reviews, contract management, and execution of performance goals.
• Lead, develop, and coach 6RBMs and their field teams; ensure capability building, performance management, and succession planning.
• Create a disciplined high-performance culture with consistent coaching, pipeline rigor, and customer‑centric execution.
• Ensure team readiness for new product introductions, technical training, and competitive positioning.

Key Account & Customer Management

• Directly oversee national and strategic Key Accounts; negotiate commercial agreements, service expectations, and long‑term growth plans.
• Guide RBMs on regional account management, including penetration of target customers and expansion of wallet share.
• Ensure effective implementation of pricing strategies, contract renewals, and service‑level commitments.

Cross‑Functional Partnering

• Partner with Marketing on demand generation, field enablement, and customer‑facing programs.
• Work with Product and Category teams on new product launches, lifecycle management, and customer feedback loops.
• Align with Finance on pricing governance, margin management, and financial risks/opportunities.
• Collaborate with Operations to ensure product availability, delivery reliability, and service quality for Key Accounts.
• Support Legal/Compliance on contract reviews, commercial terms, and Canadian regulatory requirements.

Key Deliverables & Success Measures

Commercial Performance

• Achievement of annual revenue and margin targets
• Accurate 60/90‑day forecasting and disciplined pipeline management
• Strategic account growth and share‑of‑wallet expansion
• Product mix improvement and NPI adoption across accounts

Customer & Key Account Health

• Strength and growth of national and regional Key Accounts
• Customer satisfaction and service performance
• Contract renewal success rates and multi‑year partnership retention
• Effective execution of joint business plans and quarterly performance reviews
• Productivity improvement across field sellers
• RBM performance, coaching effectiveness, and talent bench strength
• CRM accuracy, deal management discipline, and adoption of standardized reporting
• Increased customer coverage and optimized territory design

Leadership Attributes

• Excellent commercial and strategic thinking with strong financial acumen
• Proven ability to lead multi-region sales organizations in a direct selling model
• Strength in relationship‑building with strategic accounts and executive stakeholders
• Strong negotiation and contract management capability
• Bilingual (English/French) an asset for national coverage and customer engagement

Education & Experience

Bachelor’s Degree in related field required, Master’s degree preferred

Years and Type of Experience:

• 5 -8 years of experience leading managers with a demonstrated track record of successful accomplishments
• 3-5 years of sales and sales management experience with increasing responsibilities, dental/healthcare/consumer sales preferred
• Demonstrated financial skills to assess business opportunities that maximize sales potential and meet the needs of the customer
• Demonstrated successful leadership experience to include planning and business development in a dental, health or consumer related organization

DentsplySirona is an Equal Opportunityemployer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, sexual orientation, disability, or protected Veteran status. We appreciate your interest in DentsplySirona.

Dentsply Sirona Canada welcomes and encourages applications from all backgrounds, including individuals with disabilities. Accommodations are available on request for candidates taking part in all aspects of the selection process.

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