Capture Director, Medicaid Proposals

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Position Summary

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.

Key Responsibilities:

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 Collaborates with Business Develop and Health Plan Leaders to understand competitor programs, weaknesses, innovations, and performance as well as 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 develop 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. 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.

Ability to research and synthesize data to clear, actionable insights that inform strategies and solutions, ensuring even complex information is understood by diverse stakeholders.

Strategic, forward thinker capable of identifying and recommending strategies to develop winning proposals.

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

Curious, self-motivated problem solver

Relationship building Build and sustain relationships with fellow colleagues from the executive suite to individual contributors.

Effective communication approach , presentation, writing, and influence skills 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.

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 team s , 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.
• •Proficient with PowerPoint
• •Experience working with AI tools

Able to work evenings and weekends as proposal schedule requires

Ability to travel 25%

Preferred Qualifications:

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 ($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.

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 program.

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.

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 .

We anticipate the application window for this opening will close on: 10/31/2026

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