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
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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
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
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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
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.
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