Capture Director, Medicaid Proposals

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Position Summary

Aetna’s Medicaid Capture Director role 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.

Required Qualifications

Key Responsibilities:

• 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 develop win strategies. Leads a cross-functional team of growth partners, 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 proposal development kickoff meeting, strategy discussions and Pink and Red Team draft reviews, providing feedback and recommendations for improvement.

 

The right candidate for this role will demonstrate the following aptitudes:

- Highly accountable, accepting ownership of capture plan development

- Process and detail-oriented while being flexible and willing to pivot priorities as needed

- Curious, self-motivated problem solver

- Relationship building with fellow colleagues from the executive suite to individual contributors

- Effective communication approach that informs and aligns team members around a common vision

- Demonstrated facilitation skills with a focus on expectation setting and adaptability to changing needs

- Efficiency focused to achieve maximum output with minimum resources

- Willingness to work nights and weekends during active proposal development timeframes as necessary to meet deadlines

- 7+ years of experience leading and driving Medicaid managed care proposals.

- Capture management experience in Medicaid managed care proposals.

- Strong written and verbal communication skills

- Ability to work independently to produce high quality results that meet needs of internal and external customer expectations under tight timeframes

- Strong team collaboration skills

- Ability to adapt to rapidly changing priorities through the identification and execution on creative solutions

- Able to work evenings and weekends as proposal schedule requires

- Ability to travel 25%

Preferred Qualifications

- Experience using a variety of electronic collaboration tools

- Experience developing competitive analyses

- 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.  This position is eligible for a CVS Health bonus, commission or short-term incentive program in addition to the base pay range listed above.  This position also includes an award target in the company’s equity award prog