Competitive Intelligence & Market Analysis Director

Molina Healthcare•Long Beach, CA

About The Position

Provides deep subject matter expertise and leadership for competitor analysis activities for Molina request for proposals (RFPs) for new or reprocuring business. Leads Molina competitive intelligence and analysis related to business development activities, and RFP competitor written and oral response score reviewing. Supports sharing of information organization-wide with the intent to educate and inform business development, growth, and product leaders and subject matter experts on competitor solutions, capabilities and programs that score the highest with state reviewers. Collaborates with cross-functional teams including corporate executives, health plan leaders and key stakeholders to drive business growth and strategy within the Medicaid, Dual Eligible Special Needs Plan (DSNP) and Marketplace lines of business. This role also supports the Molina legal team and external counsel to protect Molina awards and defend Molina award protests.

Requirements

At least 8 years of progressive experience with a large national health insurance payer, including 3 years of research/analysis experience, or equivalent combination of relevant education and experience.
Proven experience managing multiple RFP procurements concurrently and accomplishing previously agreed upon goals within stringent time frames/requirements.
Experience analyzing a broad range of information/data (e.g. clinical, network, operations, etc.).
Strong competitive intelligence research and skills/experience.
Ability to drive operational performance improvements and best practices.
Organizational and time-management skills.
Ability to collaborate cross-functionally within a highly matrixed organization, including senior level executives.
Experience managing staff directly or indirectly.
Strong interpersonal and relationship development skills.
Excellent verbal and written communication skills, and ability to lead meetings with senior level leaders.
Microsoft Office suite proficiency (including Excel and PowerPoint), and applicable software programs proficiency.

Nice To Haves

Medicaid/Medicare/Marketplace experience.
Project management experience.
Experience with business intelligence tools.

Responsibilities

Facilitates market-specific competitive intelligence and analysis, both qualitative and quantitative, for all request for proposal (RFP) responses and scoring, and ensures that competitive products, solutions and innovations are leveraged for current/future RFP responses that are differentiators for Molina.
Develops targeted recommendations for areas of improvement based upon state reviewer feedback.
Identifies gaps and opportunities through deep review and analysis of competitor RFP responses.
Collaborates with business development, product, and functional leadership and subject matter experts across the enterprise to communicate competitor capabilities and may make recommendations about capabilities that are differentiators for competitive health plans.
Supports the creation of a formal competitor content and scoring analysis database and supports the implementation of processes to disseminate the information to applicable stakeholders.
Ensures that competitive analysis information is easily accessible to users and enables ability to request information or self-service where possible.
Actively participates in the pre-RFP capture/strategy process twelve months prior to expected RFP release to provide competitor intelligence and analysis to applicable stakeholders.
During the pre-RFP process, supports proposal, business development, and health plan leaders during the capture/strategy phase to identify gaps/opportunities and solve for potential solutions related to competitive intelligence and market analysis findings.
Actively participates in the pre-RFP and RFP processes including blue/pink/red team and works closely with writers, growth leads and subject matter experts to identify and locate compelling solutions, responses/graphics and competitor intel for consideration.
Creates a formal competitor content and scoring analysis database and supports the implementation of processes to disseminate the information to business development, health plan, and functional key stakeholders and leaders.
Establishes a process for writers, growth leaders, and subject matter experts to submit competitor RFP response intelligence requests online to support the response development, and tracks and monitors turn around on closing out response requests.
Develops and ensures maintenance of repository of competitor innovations, programming and product/solution differentiators.
Collaborates with legal in the submission of a comprehensive Freedom of Information Act (FOIA) request to release RFP and orals responses including any recordings of orals presentations or materials presented, scoring grids including any written notes containing reviewer comments.
Supports and potentially leads meetings with business development, product, function, health plan leaders and key stakeholders that provide RFP response support.
Publishes quarterly updates of competitor intelligence of the big 8 payers in the Medicaid space for business development staff, and senior enterprise and health plan leaders.
Supports business development and Medicaid leaders in focused competitor analysis and benchmarking projects.
Provides research and analytic support to Molina legal staff and external counsel throughout award protest periods.
Stays abreast of all competitor trends, regulatory changes and other issues that could affect a successful outcome resulting in a contract award.
May leverage artificial intelligence (AI) to support competitive intelligence and analysis responsibilities, enhance quality, drive efficiency, and lead and ensure ongoing leverage of formal competitor content and scoring analysis databases.
Provides support in the preparation of the oral team presentation including development of scenarios, vignettes and questions a state reviewer may ask, and provides orals participants with constructive feedback and coaching.
Identifies risks early and escalates to senior business development leadership accordingly.
Develops and continuously refines the model, methodology and processes used by Molina for all RFP/RFI/RFA procurement opportunities.
Represents as a high performing, high energy, positive “glass is half full” business development servant-leader and is (or becomes) well networked within Molina.
May attend national meetings that showcase innovative capabilities and solutions to stay abreast of potential differentiators.
Serves as a key advisor to senior business development leadership.
May provide training, mentoring and support to competitive intelligence and business development team members.