Director, Competitive Intelligence
About this role
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 Director, Competitive Intelligence leads the development and management of a Medicaid competitive intelligence function that informs capture strategy, proposal development, executive decision-making, and continuous improvement across Medicaid managed care opportunities. This role builds and governs a competitive intelligence library and translates market, competitor, customer, scoring, and bid outcome data into actionable insights that strengthen positioning and improve win probability. The Director partners across Capture Management, Business Development, Proposal Development, and other cross-functional teams, while leading direct reports and establishing repeatable standards, processes, and deliverables. This role is responsible for building a scalable competitive intelligence capability that improves strategic alignment, reduces proposal rework, and strengthens readiness across priority Medicaid opportunities.
Key Responsibilities
Lead and develop a high-performing team responsible for research, analysis, bid and scoring reviews, competitor profiling, and maintenance of competitive intelligence assets.
Develop and maintain a comprehensive Medicaid competitive intelligence library, including standard templates, taxonomy, refresh cadences, quality controls, and governance processes.
Lead competitive analyses of Medicaid managed care organizations, including SWOT analyses, market positioning, win themes, value-added benefits, in lieu of services, executive summaries, programs by domain, innovations, differentiators, and proposal design approaches.
Conduct competitive bid analysis by managed care organization, state, population type, procurement model, bid status, wins, losses, and recurring market or proposal themes.
Lead comprehensive scoring analyses for Medicaid managed care RFP opportunities, including evaluator feedback, score patterns, strengths, weaknesses, proposal section performance, and lessons learned.
Translate competitive, scoring, and bid outcome data into concise recommendations that inform capture plans, proposal outlines, executive summaries, value propositions, differentiators, and review team priorities.
Serve as the primary competitive intelligence partner to Capture Directors, Proposal Directors, Business Development, Health Plan leaders, and executive stakeholders during pre-RFP planning, active bids, and post-award reviews.
Prepare executive-ready briefings, dashboards, decision snapshots, and recommendations that clearly distinguish confirmed evidence, interpretation, open questions, and recommended next steps.
Lead, coach, and develop direct reports responsible for research, analysis, scoring review, competitor profiles, bid tracking, and library maintenance.
Establish repeatable operating routines, deliverable standards, and quality review practices to ensure competitive intelligence products are timely, accurate, objective, and easy to apply.
Partner with knowledge enablement, capture, and proposal management teams to improve accessibility, usability, and adoption of competitive intelligence assets.
Synthesize findings across competitors, procurements, scoring patterns, and market signals to identify enterprise themes, emerging risks, and actionable recommendations for future Medicaid opportunities.
Define and monitor performance indicators for the competitive intelligence function, including asset quality, usability, adoption, timeliness, and impact on capture and proposal effectiveness
The ideal candidate will demonstrate:
Strategic and analytical; able to connect competitor intelligence, procurement outcomes, scoring data, market context, and proposal strategy into clear recommendations.
Highly accountable, accepting ownership of competitive intelligence, setting standards, managing priorities, and ensuring follow-through.
Evidence-based and objective; uses disciplined sourcing and balanced analysis while avoiding unsupported assumptions.
Executive-ready communicator with strong writing, presentation, facilitation, and influence skills.
Process- and detail-oriented while remaining flexible and able to pivot during active proposal development.
Collaborative relationship-builder across Capture, Proposal Development, and cross-functional stakeholders.
Curious, proactive, and comfortable with ambiguity; able to identify patterns, emerging risks, and future bid needs.
Strong people leader who develops talent, raises analytical standards, and creates a culture of accountability and continuous improvement.
Required Qualifications
7+ years of experience in Medicaid managed care proposals, capture management, business development, competitive intelligence, healthcare strategy, government programs, or a closely related field.
Demonstrated experience developing competitive analyses, market/customer analyses, scoring analyses, bid outcome analyses, or executive-ready strategy recommendations.
Strong understanding of Medicaid managed care procurements, proposal development, evaluator scoring, procurement documents, and health plan operations.
Experience leading cross-functional workstreams or teams and influencing senior stakeholders.
Experience managing direct reports, coaching analysts or managers, reviewing analytical deliverables, and establishing quality expectations.
Demonstrated ability to translate complex analysis into clear, decision-ready recommendations for senior leaders and cross-functional partners.
Advanced proficiency with Microsoft Word, PowerPoint, Excel, SharePoint, Teams, AI tools, and other collaboration or knowledge management tools.
Advanced written, verbal, facilitation, and executive presentation skills.
Ability to manage multiple priorities, produce high-quality deliverables under tight timeframes, and support evening/weekend work during active proposal periods as needed.
Ability to travel 20%.
Preferred Qualifications
Direct experience with Medicaid managed care RFP capture, proposal leadership, scoring analysis, postmortem analysis, or procurement outcome analysis.
Experience leading competitive intelligence, market intelligence, business intelligence, or knowledge management functions in healthcare, managed care, government programs, or proposal environments.
Experience building libraries, playbooks, dashboards, trackers, research repositories, or other structured knowledge assets used by cross-functional teams.
Experience analyzing value-added benefits, in lieu of services, population-specific programs, clinical models, health equity approaches, SDOH strategies, and operational differentiators.
APMP certification or other relevant proposal, project management, business analysis, market research, or competitive intelligence certification.
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.
Additional details about available benefits are provided during the application process and on Benefits Moments.
Qualified applicants with arrest or conviction records will be considered for employment in accordance with all federal, state and local laws.