Sr. Manager, Capture Strategy & Analysis

Job Purpose & Summary

Aetna’s Senior Manager, Capture Strategy & Analysis plays a critical role in owning the capture (proposal readiness) and proposal lifecycle research strategy by conducting advanced competitive analyses across all Medicaid markets. This individual contributor role operates with significant autonomy, directing comprehensive market, customer, and competitor research to inform capture planning and proposal development—directly influencing win probability and long‑term support of Medicaid growth strategy.

The role is recognized as a subject matter expert in Medicaid capture strategy, operating with significant autonomy and influencing outcomes across multiple pursuits and market cycles. This role works closely with Capture Directors, the Capture team, Proposal Development, Business Development, and cross‑functional stakeholders to develop capture plans that support proposal solutions, enhance proposal quality, and strengthen Aetna’s competitive positioning. The Senior Manager also leads the creation and maintenance of a formal governance framework to systematically review, catalog, and analyze competitor proposals, scoring data, and market trends.

Key Responsibilities

Competitive Intelligence & Analysis

• Define competitive intelligence standards, methodologies, and analytical approaches used across Medicaid capture efforts.
• Conduct complex, multi‑market competitive analyses including incumbent performance, scoring trends, customer priorities, and competitor strategies.
• Analyze RFP results, proposal debriefs, and industry trends to extract actionable insights that inform enterprise‑level win themes, positioning strategies, differentiators, and solutioning, and future capture investments.

Governance & Framework Development

• Own and govern a structured enterprise‑wide competitive intelligence framework, ensuring consistent application across all Medicaid capture efforts. Establish policies and best practices for how competitive intelligence is collected, validated, and applied across capture and proposal teams.

Cross‑Functional Collaboration & Strategic Support

• Serve as a trusted advisor to Capture Directors and cross‑functional senior level stakeholders to integrate intelligence into capture planning and proposal strategy. This includes providing recommendations that influence pursuit strategy, positioning decisions, and resource allocation.
• Support Capture Directors with planning, managing, and facilitating capture workshops, including agenda development, materials preparation, and synthesis of insights to enable effective strategy formation.
• Inform and elevate competitive risks, positioning gaps, and strategic tradeoffs that could materially impact win probability.

Reporting & Deliverable Development

• Produce executive‑level insights and deliverables through summaries, reports and dashboards to drive leadership strategy discussions.

Project & Workflow Management

• Independently prioritize and manage multiple complex workstreams under tight deadlines to support near‑term capture needs with long‑term intelligence initiatives.

Demonstrated Aptitudes

• High accountability and ownership of deliverables.
• Strong analytical, critical thinking, and problem‑solving skills.
• Ability to synthesize complex data into actionable insights.
• Strong organizational skills and attention to detail.
• Independent work style with collaborative mindset.
• Clear, tailored communication for technical and non‑technical audiences.
• Efficiency‑focused with adaptability to shifting priorities.

Required Qualifications

• 7+ years of experience in Medicaid Managed Care, competitive intelligence, market research, capture strategy, or related areas.
• Demonstrated ability to provide strategic recommendations that influence capture outcomes and competitive positioning.
• Experience supporting capture or proposal efforts for Medicaid procurements.
• Strong written, verbal, and presentation skills; advanced PowerPoint skills.
• Proven ability to manage multiple priorities in fast‑paced environments.
• Advanced proficiency with Microsoft Word, PowerPoint, and SharePoint.

Preferred Qualifications

• Experience designing or managing competitive intelligence frameworks.
• Experience supporting major capture efforts ($1B+).
• Experience supporting Medicaid proposal development efforts.
• APMP certification(s).
• State Medicaid agency or CMS experience.
• Experience developing executive‑ready deliverables.

Education

Bachelor’s degree or equivalent experience.

Pay Range

The typical pay range for this role is:

$75,400.00 - $165,954.00

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.

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: 07/25/2026

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