[Hiring] Capture Director @CVS Health

Role Description

Aetna’s Medicaid Lead Director Capture Management leads strategy and capture planning activities in support of business development that targets new markets, existing health plan reprocurement, and RFx proposal development. Works as a liaison between the Business Development and Proposal Development teams. Works with cross-functional and cross-segment stakeholders to develop the capture plan that supports proposal solutions, proposal quality, and improves win probability.

• Partners with Business Development, Health Plan Leaders, and subject matter experts to develop proposal-to-win strategies.
• Leads cross-functional team discussions to identify gaps, mitigate risks, and develop solutions and strategies prior to RFP release.
• Researches and assesses state customers, populations served, and competitive landscape.
• Manages intelligence collection and analysis, including competitive and customer intelligence.
• Obtains market intelligence on competitor programs, weaknesses, innovations, and performance.
• Collaborates with Business Development and health plan leaders to understand current and emerging customer needs and requirements unique to the state’s population, health inequities, SDOH concerns, and other emerging issues.
• Manages the internal analysis of Aetna strengths and weaknesses to help align proposal-to-win strategies.
• Leads a cross-functional team of growth partners, subject matter experts, health plan leaders, division presidents, and product to develop winning strategies (differentiators and innovations) as well as identify risks and opportunities.
• Identifies branding and positioning opportunities to enhance or differentiate Aetna programs.
• Participates in all levels of proposal development draft reviews, providing active feedback and recommendations for improvement.

Qualifications

• 7+ years of experience with Medicaid managed care proposals.
• Strong written and verbal communication skills.
• Experience designing executive-ready presentations.
• Experience working independently to produce high-quality deliverables that meet defined internal and external customer requirements.
• Experience collaborating effectively within cross-functional teams.
• Experience adapting to rapidly changing priorities.
• Proficient with PowerPoint.
• Experience working with AI tools.
• Able to work evenings and weekends as proposal schedule requires.
• Ability to travel 25%.

Requirements

• Highly accountable, accepting ownership of capture plan development.
• Ability to research and synthesize data into clear, actionable insights.
• Strategic, forward thinker capable of identifying and recommending strategies.
• Process and detail-oriented while being flexible and willing to pivot priorities.
• Curious, self-motivated problem solver.
• Build and sustain relationships with colleagues from the executive suite to individual contributors.
• Effective communication approach, presentation, writing, and influence skills.
• Demonstrated facilitation skills with a focus on expectation setting.
• Efficiency focused to achieve maximum output with minimum resources.
• Willingness to work nights and weekends during active proposal development timeframes.

Preferred Qualifications

• Previous P&L and/or business development experience in a Medicaid managed care setting.
• Experience leading capture and proposal activities for significant opportunities ($1B+).
• 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.

Education

• Bachelor’s degree or equivalent experience.

Pay Range

The typical pay range for this role is: $100,000.00 - $231,540.00. This pay range represents the base hourly rate or base annual full-time salary for all positions in the job grade within which this position falls. The actual base salary offer will depend on a variety of factors including experience, education, geography, and other relevant factors.

Benefits

• Comprehensive benefits package designed to support the physical, emotional, and financial well-being of colleagues and their families.
• Medical, dental, and vision coverage.
• Paid time off.
• Retirement savings options.
• Wellness programs and other resources, based on eligibility.

Company Description

Our people fuel our future. Our teams reflect the customers, patients, members, and communities we serve and we are committed to fostering a workplace where every colleague feels valued and that they belong.