Director, Enterprise Deal Strategy

Job Description:

JOB SUMMARY:

This position is based on‑site and requires four days per week in the Brea office to support collaboration and business needs.

The Director, Enterprise Deal Strategy owns the enterprise deal engine and contract lifecycle for the DSO business and shares accountability for  enterprise commercial performance including pricing effectiveness, contract strategy, renewal outcomes, profitability optimization, and enterprise partnership expansion. This role is responsible for enterprise pricing strategy, RFP management, contract governance, rebates, commercial terms, renewals, and cross-OpCo deal orchestration.

The role serves as the commercial execution leader for complex enterprise opportunities, partnering closely with Strategic Account Managers (SAMs), OpCo DSO leaders, Finance, Legal, and Commercial leadership to ensure Envista can respond quickly, consistently, and profitably across the enterprise.

While SAMs retain ownership of customer relationships, account strategy, and growth planning, this role enables their success by providing the commercial frameworks, pricing strategies, contract structures, governance, and deal coordination required to execute enterprise opportunities and maximize portfolio leverage.

This position owns enterprise commercial governance and establishes strategic policies, decision frameworks, and operating standards that guide business investment and growth decisions. The role defines the long-term commercial architecture for enterprise partnerships, including pricing strategy, contract strategy, rebate philosophy, and portfolio optimization.

PRIMARY DUTIES AND RESPONSIBILITIES:

Enterprise Deal Strategy & Commercial Leadership

• Establish and lead Envista's enterprise commercial strategy and operating model for DSO partnerships, defining the frameworks, governance, and capabilities required to drive sustainable growth and profitability.

• Partner directly with DSO, OpCo, Finance, Legal, Commercial, and Executive Leadership to shape enterprise partnership strategies, investment decisions, and growth priorities

• Lead commercial strategy development for enterprise agreements, renewals, expansions, RFPs, and strategic initiatives

• Serve as the executive commercial leader responsible for aligning cross-functional and OpCo leadership around enterprise partnership strategy and commercial execution priorities.

• Act as Envista's senior commercial advisor for enterprise partnership structuring, profitability strategy, and contract governance

• Ensure enterprise opportunities align with company growth objectives, pricing strategy, and financial targets

• Share accountability for DSO growth, retention, portfolio adoption, and profitability outcomes

Pricing Strategy & Commercial Governance

• Own enterprise pricing governance while operating within established OpCo pricing authorities

• Develop and maintain pricing models, rebate structures, customer tiering methodologies, and commercial frameworks

• Lead deal review and approval processes to ensure consistent commercial decision-making

• Evaluate pricing performance and profitability trends to identify optimization opportunities

• Establish governance processes that improve pricing consistency, speed, and commercial discipline

Contract Lifecycle Management

• Own enterprise contract lifecycle management from opportunity development through execution, implementation, amendment, renewal, and termination

• Develop and maintain standard contract structures, commercial terms, governance processes, and negotiation frameworks

• Ensure contractual commitments, rebates, incentives, customer investments, and performance obligations are documented, tracked, and measured

• Partner with Legal and Finance to ensure compliance, risk mitigation, and contractual alignment

• Improve contract management processes to reduce cycle times and enhance customer experience

RFP, Renewal & Commercial Program Management

• Own enterprise RFP strategy, response coordination, proposal development, and commercial content

• Maintain visibility into enterprise opportunities, renewals, contract status, and RFP pipelines

• Establish processes that ensure renewals are proactively managed and executed

• Identify opportunities for contract enhancements, portfolio expansion, new product adoption, and customer tier progression

• Coordinate implementation of pricing updates, contract modifications, rebates, and commercial programs

Cross-OpCo Deal Orchestration

• Serve as the central point of coordination for Enterprise Partnership opportunities across Envista operating companies

• Align OpCo commercial teams around a unified enterprise strategy and customer approach

• Lead enterprise commercial decision-making across operating companies and functions to ensure alignment with growth, profitability, and customer partnership objectives

• Maximize portfolio leverage by identifying opportunities to expand customer adoption across Envista businesses

• Ensure customers experience a consistent commercial approach across the enterprise

Commercial Analytics & Continuous Improvement

• Develop reporting, analytics, dashboards, and decision-support tools related to enterprise opportunities and contract performance

• Monitor deal profitability, rebate utilization, pricing compliance, contract performance, and renewal outcomes

• Establish the long-term roadmap for commercial excellence capabilities, including governance, analytics, contracting, and enterprise partnership management

• Provide leadership with visibility into enterprise pipeline performance, commercial risks, and growth opportunities

Job Requirements:

MINIMUM REQUIREMENTS:

• Bachelor's degree required; MBA preferred

• 12+ years of experience in commercial strategy, deal desk, enterprise sales, pricing, contracting, sales operations, finance, or related commercial leadership roles

• Experience leading complex enterprise-level contracts, negotiations, pricing strategies, and commercial programs; dental or medical device experience highly desired

• Advanced MS Excel skills; Tableau or Power BI is a plus

• Demonstrated ability to influence cross-functional teams and drive execution in a matrixed organization

• Strong commercial and financial acumen with the ability to balance customer needs and business objectives

PREFERRED SKILLS & EXPERIENCE:

• Strong commercial and financial acumen

• Deep expertise in pricing strategy, contracting, rebates, and enterprise deal structuring

• Strong negotiation and influencing capabilities

• Ability to balance growth objectives with profitability requirements

• Executive-level communication and presentation skills

• Excellent project and stakeholder management

• Strategic thinker with sound business judgment

• Strong analytical and problem-solving capabilities

• Highly organized with exceptional attention to detail

• Ability to influence across a matrixed organization without direct authority

• Ability to coordinate complex cross-functional initiatives and drive execution

TRAVEL:

• Up to 20% based on business needs

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Target Market Salary Range:

Actual compensation packages take into account a wide range of factors that are unique to each candidate, including but not limited to geographic location; skill sets; relevant education and certifications; depth of experience; performance; and other business and organizational needs. The disclosed reasonable estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled.  At Envista, it is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on the facts and circumstances of each case. The total compensation package for this position may also include an annual performance bonus, medical/dental/vision benefits, 401K match, and/or other applicable compensation plans.

Operating Company:

Envista is a global leader in the dental industry, uniting more than 30 trusted brands—including DEXIS, Kerr, Nobel Biocare, and Ormco—under one mission: partnering with dental professionals to improve patients’ lives. With a heritage of category-defining innovation, our brands have shaped modern dentistry: Nobel Biocare introduced the first dental implant, Ormco is a pioneer in both traditional and digital orthodontics, DEXIS has long been at the forefront of 2D, 3D and intraoral imaging, and Kerr has supported clinicians for over 135 years. Our high-performing culture is underpinned by our CIRCLe Values and the Envista Business System. Guided by these, we deliver a comprehensive portfolio of technologies, consumables, and services that empower clinicians to provide confident, efficient care—today and for the future. Learn more at http://envistaco.com.

Envista and all Envista Companies are equal opportunity employers that evaluate qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law. The “EEO is the Law” poster is available at: http://www.dol.gov/ofccp/regs/ compliance/posters/pdf/eeopost.pdf.

Envista and its family of companies (Envista) will not accept unsolicited resumes from any source other than directly from a candidate.  Envista will consider unsolicited referrals and/or resumes submitted by vendors such as search firms, staffing agencies, professional recruiters, fee-based referral services and recruiting agencies (Agency) to have been referred by the Agency free of charge and Envista will not pay a fee for any placement resulting from the receipt such unsolicited resumes.  An Agency must obtain advance written approval from Envista's internal Talent Acquisition or Human Resources team to submit resumes, and then only in conjunction with a valid fully-executed contract approved by the Global Talent Acquisition leader and in response to a specific job opening.  Envista will not pay a fee to any Agency that does not have such agreement and written approval in place.