DSO Director, Europe

Define and execute the DSO channel strategy across Europe in alignment with regional and global business priorities.

Own and drive revenue growth, profitability, and market expansion within designated DSO and strategic group accounts.

Lead annual business planning, forecasting, latest estimates, and strategic account planning activities.

Act as the senior commercial voice of the DSO segment, influencing priorities, investments, and go-to-market initiatives.

Identify and evaluate new growth opportunities, business models, partnerships, and channel expansion initiatives.

Lead negotiation and renewal of strategic commercial agreements.

Builds scalable account management frameworks and governance processes.

Build and maintain executive-level relationships with key DSO stakeholders and decision-makers across Europe.

Develop and implement customer-specific growth plans focused on adoption, utilization, digitalization, and long-term partnership development.

Lead negotiations of strategic commercial agreements in collaboration with Legal, Finance, and Commercial Operations.

Drive business reviews, growth initiatives, and account governance processes with major DSO customers.

Ensure effective execution of customer strategies through close collaboration with local commercial teams.

Drive increased utilization of Invisalign, iTero, and the Align Digital Platform across key European DSO accounts.

Develop scalable programs that support practice development, workflow optimization, customer education, and digital transformation.

Partner with Marketing and Clinical teams to strengthen customer engagement and accelerate growth initiatives.

Monitor industry trends, competitive activity, consolidation and emerging DSO business models to continuously refine channel strategy and value propositions.

Partner closely with Commercial (BDMs and GMs), Marketing, Clinical Education, Customer Success, Finance, Operations, Digital, and Analytics teams to deliver business objectives.

Ensure alignment between strategic priorities and operational execution.

Lead complex projects involving multiple stakeholders across geographies and functions.

Influence priorities across a highly matrixed environment.

Provide leadership, coaching, and strategic direction to DSO team members, BDMs and cross-functional partners.

Contribute to talent development, succession planning, and capability building within the DSO organization.

Foster a culture of collaboration, innovation, accountability, and continuous improvement.

Bachelor’s degree in business, Marketing, Healthcare, or a related field.

10+ years of commercial leadership experience.

Proven experience managing large strategic or enterprise accounts.

Experience leading large complex customer relationships and executive stakeholder engagement.

Experience negotiating complex, multi-country commercial agreements.

Demonstrated success driving growth in healthcare, medical device, dental, technology, or healthcare services sectors.

Demonstrated ability to influence senior stakeholders across diverse functions and geographies.

Excellent analytical, negotiation, presentation, and communication skills.

Ability and willingness to travel extensively across Europe and other regions as required, with travel expected to exceed 70% of working time to support customer engagement, business development activities, executive stakeholder management, strategic account reviews, industry events, and team leadership initiatives

Fluent in English, any other languages are considered a plus

MBA or advanced business degree

Experience within healthcare, medical devices, dental, orthodontics, or technology sectors.

Direct DSO or group practice experience.

Experience managing regional or international business portfolios and strategic partnerships.

Additional European languages.