Capture Director, Medicaid Proposals

As a Capture Director, Medicaid Proposals, you will play a critical role in supporting our Aetna members and our business by leading 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. You will work with cross‑functional and cross‑segment stakeholders to develop the capture plan that supports proposal solutions, proposal quality and improves win probability.

Key Responsibilities

• Partner 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.
• Research, assess state customers, populations served, and competitive landscape.
• Manage intelligence collection and analysis, including competitive and customer intelligence. Obtains market intelligence on competitor programs, weaknesses, innovations, and performance.
• Manage the internal analysis of Aetna strengths and weaknesses to help align proposal‑to‑win development strategies.
• Lead 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.
• Participate in all levels of proposal development draft reviews, providing active feedback and recommendations for improvement during kickoff meetings, strategy discussions, and Pink and Red Team draft reviews.
• Research and synthesize data to clear, actionable insights that inform strategies and solutions, ensuring even complex information is understood by diverse stakeholders.
• Build and sustain relationships with fellow colleagues from the executive suite to individual contributors.
• Use effective communication approach, presentation, writing, and influence skills that inform and align team members around a common vision.
• Ownership of capture plan development.

Required 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, while consistently meeting tight timelines, deadlines, or service‑level agreements.
• Experience collaborating effectively within cross‑functional teams, contributing to shared objectives through clear communication, coordination, and timely completion of responsibilities.
• Experience adapting to rapidly changing priorities, including identifying risks and opportunities, developing creative and practical solutions, and executing adjustments that maintain delivery expectations and business outcomes.
• Ability to work nights and weekends during active proposal development timeframes as proposal schedules require to meet deadlines.
• Ability to travel 25%.

Preferred Qualifications

• 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 developing competitive analysis.
• Managed care operations experience.
• Experience using a variety of electronic collaboration tools.

Education

• Bachelor’s degree or equivalent work experience.

Pay Range

$100,000.00 - $231,540.00

Great Benefits for Great People

We take pride in offering a comprehensive and competitive mix of pay and benefits that reflects our commitment to our colleagues and their families. This full‑time position is eligible for a comprehensive benefits package designed to support the physical, emotional, and financial well‑being of colleagues and their families. The benefits for this position include medical, dental, and vision coverage, paid time off, retirement savings options, wellness programs, and other resources, based on eligibility. Additional details about available benefits are provided during the application process and on Benefits Moments.

EEO Statement

Qualified applicants with arrest or conviction records will be considered for employment in accordance with all federal, state and local laws.