Capture Director, Medicaid Proposals
About The Position
Aetna’s Medicaid Lead Director of Capture Management leads strategy and capture planning for business development targeting new markets, existing health plan reprocurements, and RFx proposal development. The role serves as a liaison between Business Development and Proposal Development and works with cross-functional and cross-segment stakeholders to shape capture plans that support proposal solutions, improve proposal quality, and increase win probability. The successful candidate develops proposal-to-win strategies, researches state customers and populations, analyzes competitors and market intelligence, and assesses Aetna’s strengths and weaknesses. They lead teams of growth partners, subject matter experts, health plan leaders, division presidents, and product colleagues to develop differentiators and innovations, identify risks and opportunities, and position Aetna programs. The role also participates in proposal kickoff meetings, strategy discussions, and draft reviews, providing feedback and recommendations. Evening and weekend work may be required during active proposal periods, and travel is required up to 25%.
Requirements
- At least 7 years of experience with Medicaid managed care proposals.
- Strong written and verbal communication skills.
- Experience designing executive-ready presentations.
- Experience independently producing high-quality deliverables that meet internal and external customer requirements while meeting tight timelines, deadlines, or service-level agreements.
- Experience collaborating effectively on cross-functional teams through clear communication, coordination, and timely completion of responsibilities.
- Experience adapting to rapidly changing priorities, identifying risks and opportunities, developing practical solutions, and executing adjustments that maintain delivery expectations and business outcomes.
- Proficiency with PowerPoint.
- Experience working with AI tools.
- Ability to work evenings and weekends as proposal schedules require.
- Ability to travel 25%.
- Bachelor’s degree or equivalent experience.
Nice To Haves
- Previous P&L and/or business development experience and project management experience in a Medicaid managed care setting.
- Experience leading capture and proposal activities for significant opportunities valued at $1 billion or more.
- Experience in a capture function or executive leadership function for a managed care-based product for state Medicaid agencies.
- Association of Proposal Management Professionals (APMP) certification(s).
- State Medicaid agency experience or federal agency experience with CMS.
- Experience using a variety of electronic collaboration tools.
- Experience developing competitive analyses.
- Experience developing executive presentation decks.
- Managed care operations experience.
Responsibilities
- Partner with Business Development, health plan leaders, and subject matter experts to develop proposal-to-win strategies.
- Lead cross-functional discussions to identify gaps, mitigate risks, and develop solutions and strategies before RFP release.
- Research and assess state customers, populations served, and the competitive landscape.
- Manage intelligence collection and analysis, including competitive and customer intelligence, and obtain market intelligence on competitor programs, weaknesses, innovations, and performance.
- Work with Business Development and health plan leaders to understand competitor programs and emerging customer needs, including state-specific population needs, health inequities, and social determinants of health concerns.
- Manage internal analysis of Aetna’s strengths and weaknesses to inform proposal-to-win strategies.
- Lead cross-functional teams to develop winning strategies, differentiators, and innovations, and identify risks and opportunities.
- Identify branding and positioning opportunities to enhance or differentiate Aetna programs.
- Participate in proposal development kickoff meetings, strategy discussions, and Pink and Red Team draft reviews, providing feedback and recommendations for improvement.
- Work evenings and weekends as proposal schedules require to meet deadlines.
- Travel up to 25%.
Benefits
- Medical, dental, and vision coverage.
- Paid time off.
- Retirement savings options.
- Wellness programs.
- Other resources, based on eligibility.
- Eligible for a CVS Health bonus, commission, or short-term incentive program.
- Includes an award target in the company’s equity award program.
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What This Job Offers
Job Type
Full-time
Career Level
Director
