Capture Director, Medicaid Proposals

CVS Health Corporation; Virginia; Hybrid; USD 100,000 - 232,000; Full time

Job summary

CVS Health is seeking a Medicaid Lead Director Capture Management to lead strategy and capture planning for new markets, reprocurement, and RFx proposals. This role partners with Business Development and Proposal Development teams and works with health plan leaders to strengthen win probability and proposal quality.

The position requires 7+ years in Medicaid proposals, strong communication, and experience designing executive presentations.

Qualifications

• 7+ years of Medicaid managed care proposals experience.
• Strong written and verbal communication skills.
• Experience designing executive-ready presentations.
• Experience collaborating within cross-functional teams and meeting deadlines.
• Proficient with PowerPoint and AI tools.

Responsibilities

• Develop capture-to-win strategies with Business Development and Health Plan Leaders.
• Lead cross-functional discussions to identify gaps, mitigate risks, and craft winning solutions before RFP releases.
• Research state markets, populations served, and competitive landscapes.
• Coordinate internal analysis of strengths/weaknesses to align proposal strategies.
• Participate in all proposal development activities and provide actionable feedback.

Skills

Medicaid proposals

Executive-ready presentations

Cross-functional collaboration

Independent delivery

Strategic thinking

AI tools

Willingness to travel

Education

Bachelor's degree or equivalent

Tools

PowerPoint

AI tools

Job description

We're building a world of health around every individual - shaping a more connected, convenient and compassionate health experience. At CVS Health®, you'll be surrounded by passionate colleagues who care deeply, innovate with purpose, hold ourselves accountable and prioritize safety and quality in everything we do. Join us and be part of something bigger - helping to simplify health care one person, one family and one community at a time.

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 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.
• 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.