Director, Enterprise Deal Strategy

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