Henry Schein
Senior Director DSO and Strategic Accounts EMEA
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Job Description
Henry Schein is looking for a strategic, commercially-minded leader to own and grow our EMEA Dental Service Organization (DSO) segment. You'll define the regional DSO strategy, build the "OneSchein" partnership model that brings our full portfolio together for these customers, and represent Henry Schein at the executive level across the region's largest and fastest-growing accounts. This is a high-visibility role that sits at the intersection of strategy, commercial leadership, and cross-business collaboration — working closely with Country Managing Directors, account leaders, and colleagues across GDG, HSPG, and HSO.
What You'll Do
Strategy & Growth
- Own the EMEA DSO strategy — identifying opportunities for market share, retention, and long-term customer value
- Build growth plans for regional and multinational DSO accounts, informed by market and competitive trends
- Champion DSO customer needs in Henry Schein's business planning and investment decisions
OneSchein Partnership Model
- Design and roll out a coordinated OneSchein engagement model across GDG, HSPG, and HSO
- Establish customer governance, executive sponsorship, and account planning frameworks
- Drive adoption of Henry Schein's broader portfolio across DSO customers
Strategic Account Leadership
- Lead the regional framework for strategic DSO account management
- Build and maintain executive-level relationships with key customers
- Partner with Country Managing Directors on account strategy and consistent execution across markets
Solution Development
- Spot opportunities for differentiated, integrated solutions (products, technology, services, education, clinical)
- Work with business units and suppliers to develop and commercialize scalable solutions
Cross-Business Leadership
- Align capabilities and priorities across GDG, HSPG, and HSO
- Drive execution through governance, influence, and executive sponsorship — without relying on direct authority
Market & Community Leadership
- Build and lead the EMEA DSO community: executive forums, advisory boards, customer councils, and conferences
- Develop thought leadership that strengthens Henry Schein's position as the DSO partner of choice
Success Looks Like
- Growth in DSO revenue, gross profit, and market share across EMEA
- Strong retention and expansion of key customer relationships
- Increased adoption of OneSchein solutions
- Growing multinational and strategic account partnerships
- High customer satisfaction and strong executive relationships
- Greater cross-business collaboration and revenue generation
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What You Bring
Experience
- Significant leadership experience in strategic account management, business development, or segment leadership
- Track record with large multi-site customers — DSOs or comparable complex healthcare organizations
- Experience in an EMEA or international matrix environment
- Proven success driving growth through strategic partnerships and cross-functional leadership
- Skilled at influencing senior stakeholders and delivering results without direct authority
Knowledge
- Strong grasp of the dental market, healthcare distribution, procurement, and supply chain
- Familiarity with strategic account management and multinational customer models
Skills
- Executive presence and exceptional stakeholder management
- Strong communicator, negotiator, and presenter
- Skilled at aligning diverse stakeholders in a matrix organization
- Sharp analytical and problem-solving ability
- Collaborative leadership style that builds trust across markets and business units
Company Overview
Henry Schein is committed to the principle of equal opportunities in employment in all spheres of its operation. Henry Schein UK Holdings strives to operate a policy of equal opportunity and not discriminate against any person gender, race, colour, nationality, ethnic or national origin, religion, sexual orientation, marital status, disability, age or any other characteristic protected by law.
Over 90 years ago Henry Schein borrowed $500 to start a corner pharmacy in Queens, New York, nearly 30 miles from Melville, New York, where our corporate headquarters resides today. In the depths of the Great Depression, Henry and his wife Esther made a bold bet on their future all while living their values of helping health happen and caring for their team and the community they served. Their belief paid off far beyond what Henry and Esther might have dared to imagine in 1932. Henry Schein is now a Fortune 500 Company powered by a network of people and technology to be the world’s leading provider of health care products, services and solutions to office-based dental and medical practitioners. Since our founding we have stayed true to Henry and Esther’s values which has allowed us to evolve, expand, and grow our Company.
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Now serving more than 1 million customers in 33 countries and territories, the Company's network of trusted advisors provides more than 1 million customers globally with more than 300 valued solutions that help improve operational success and clinical outcomes. We invite you to join approximately 25,000 Team Schein Members, who are critical to our success and are at the core of our Team Schein Values as our founders would have wanted. We live those values by ensuring that our culture focuses on the wellness of our team, which we accomplish by providing a safe space for individuals to develop and contribute authentically, with opportunities to give back to society and the communities where we live and work.
No matter the role you are seeking, we encourage you to come be a part of a team that makes the world a healthier place.
Henry Schein embraces diversity and is committed to providing equal opportunity to employees and applicants. If you are unable or limited in your ability to complete the application process, including the use or access of www.henryschein.com/careers, as a result of a physical or mental impairment, you can request reasonable accommodations. Please e-mail the appropriate email address below with the type of accommodation you are requesting. Please include your first and last name, phone number, position for which you are interested in applying and geographic location in your request.
US Candidates: jobsupport@henryschein.com
UK and Ireland Candidates: UKHSHRRecruitment@henryschein.co.uk
Australia and New Zealand Candidates: APACCareers@henryscheinone.com
Malaysia Candidates: CNHR@henryschein.com
Italy Candidates: risorse.umane@henryschein.it
Work Arrangements
- Work From Home: Work is performed directly from the TSM's home office.
- Hybrid: Time is scheduled between working from a TSM home office and at a company facility, as required.
- Onsite: Work is performed exclusively at a company facility.
- Field: Position requires traveling to different locations within a specific geographic territory, as assigned.
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