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Director of Healthcare Sales & Contracts

Remote

Willow is a platform for products that help improve the lives and health of women. We are a mission-driven team of experienced inventors, mothers, and fathers dedicated to making a difference in women’s lives. The Willow™ Wearable Breast Pump, selected as one of TIME's 25 Best Inventions in 2017 and 2018 CES Innovation Award for Wearable Technologies, is the first solution in our platform.

Willow Innovations, Inc. sits at the unique and exciting intersection of HealthTech, FemTech, Consumer Goods, and Med Devices. Our potential for scale and impact is extraordinary—we’re just getting started.

As the Director of Healthcare Sales & Contracts, you will lead the expansion of our B2B healthcare sales channel, driving strategic partnerships and contracting with hospitals, government agencies (including WIC), payers, and other institutions. Reporting to the VP of Sales, this role requires a proactive leader with deep industry knowledge, strong payer relationships, and experience navigating government and private healthcare sales channels. You will be responsible for executing a sales strategy, negotiating contracts, and ensuring market access that advances maternal health.

Roles and Responsibilities | What you will do:

  • Develop and launch a new sales channel focused on B2B partnerships within private and government healthcare organizations, driving revenue growth.
  • Establish and nurture relationships with healthcare decision-makers, including hospitals, payers, durable medical equipment providers (DMEs), and government entities.
  • Oversee and provide guidance, mentorship, and support to the existing DME business
  • Oversee contract negotiations for National Accounts, Federal/State/Local Government (including WIC), and Integrated Delivery Networks (IDNs), ensuring compliance and favorable terms. 
  • Negotiate and close new client contracts including negotiating terms, deal/pricing analysis and successful onboarding.
  • Stay updated on industry trends, healthcare regulations, and market changes to position our products effectively
  • Manage payer relations and reimbursement advocacy, serving as the primary liaison to advocate for coverage and medical policy improvements for Willow products

About you | Who you are:

  • Proven track record of successful sales in healthcare or a related industry (healthcare consulting, medical sales, pharmaceuticals etc.)
  • Deep understanding of payer dynamics, reimbursement strategies, and government healthcare procurement.
  • Strong business acumen and analytical skills, complemented by effective oral and written communication.
  • Exceptional interpersonal skills, with the ability to lead a team thru strategic sales effforts while building and maintain effective relationships
  • Thrives in a fast-paced, results-driven environment with an entrepreneurial mindset.

Experience | What you bring:

  • 7+ years in B2B healthcare sales (minimum 5 years), with a track record of driving growth in medical devices, healthcare consulting, payer contracting, or government sales.
  • Expertise in contracts & government sales, including National Accounts, Federal/State/Local Government (WIC, Medicaid), and IDN contracting. Experience managing RFPs, RFIs, and institutional pricing negotiations.
  • Payer & reimbursement strategy experience, including negotiating with insurance networks, advocating for coverage policies, and understanding HCPCS coding and Medicaid/Medicare reimbursement structures.
  • Strong business strategy & market analysis skills, with the ability to assess healthcare trends, optimize pricing strategies, and drive sales performance.
  • Proven leadership in cross-functional collaboration, with experience working alongside product, marketing, compliance, and government affairs teams to align sales efforts with business goals.

Willow is proud to be an equal opportunity workplace. We are committed to equal employment opportunities regardless of gender, race, religion, sexual orientation, gender identity, age, marital status, disability, or Veteran status. 

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