Topeka, Kansas, USA
1 day ago
Director of Capture Management
Company Overview Acentra Health exists to empower better health outcomes through technology, services, and clinical expertise. Our mission is to innovate health solutions that deliver maximum value and impact. Lead the Way is our rallying cry at Acentra Health. Think of it as an open invitation to embrace the mission of the company; to actively engage in problem-solving; and to take ownership of your work every day. Acentra Health offers you unparalleled opportunities. In fact, you have all you need to take charge of your career and accelerate better outcomes – making this a great time to join our team of passionate individuals dedicated to being a vital partner for health solutions in the public sector. Job Summary and Responsibilities Acentra seeks a Director of Capture Management to join our growing team. Job Summary This position plays a crucial role in driving the success of the company’s business development initiatives. This strategic position is responsible for identifying and collecting necessary intelligence artifacts and developing price to win scenarios and win/loss reviews for pursuits. This position requires close working relationships across the business development, finance, product and delivery organizations. **Position is remote** Job Responsibilities: Develop Price To Win scenarios to support the financial and pursuit teams. The Price To Win efforts should be independent of internal cost and price estimates. Price To Win focuses on external market and incumbent data as well as historical proposal scoring to derive the Price To Win for a specific deal. The Price To Win process shall be iterative in nature and should be started early in the pursuit cycle so that targeted price, allowable costs and technical score projections can be shared with pursuit team. Brief Price To Win status to senior management at specified milestones in the capture process, when material changes occur, and as needed. Create and maintain Price To Win and win/loss review templates. Create and maintain Price To Win and win/loss review process, approach, methodology and techniques. Develop a continuous process improvement of Price To Win and win/loss review techniques. Manages the identification of gaps in the Price To Win approach and develops strategies to overcome weaknesses and mitigate risks. Conduct after-action reviews for all business opportunity to document lessons learned and identify necessary adjustments to Price To Win technique, approach, and actions. Develop price to win scenarios to support the financial and pursuit teams. The price to win efforts should be independent of internal cost and price estimates. Analyze external market and incumbent data as well as historical proposal scoring to derive the price to win for specific deals. The price to win process shall be iterative in nature and should be started early in the pursuit cycle so that targeted price, allowable costs, and technical score projections can be shared with pursuit team as soon as possible. Decompose RFPs to determine the basis of competition, price evaluation methodologies and likely rationale of ranges. Collect, analyze, and normalize data/inputs from functional representatives, subcontractors, and vendors; consolidate all input data into a comprehensive model; establish supporting assumptions in the presence of uncertainty. Clearly articulate the impact of varying volumetric inputs through the generation of sensitivity analysis. Brief the price to win status to senior leadership at specified milestones in the capture process, when material changes occur, and as needed. Act as the point of contact for resolution and escalation of price to win issues. Conduct win/loss reviews utilizing RFP, proposal, evaluation documentation as well as historical information to identify strengths and weaknesses versus the competition. Brief senior executives and various stakeholders on the results of the win/loss review. Qualifications Required Qualifications/Experience: A bachelor’s degree and 7-10 years of experience in business development, financial management, or related role supporting sales efforts. Experience with government and preferably State procurements. Experience working with mid-management to C-Level. Knowledge of government health assistance programs, and related core functionality. Knowledge of state government healthcare market opportunities and solutions. Significant experience with automated financial reporting, government accounting practices, Cost Accounting Standards (CAS), and Federal Acquisition Regulations (FAR) systems. Possesses a full understanding of the organizational structure, policies and practices, and the impact on own area and the entire organization. Flexibility to travel as needed up to 10%. Preferred Qualifications/Experience: A deep understanding of financial modelling. A deep understanding of the competitive landscape. Excellent project management skills. Must be adept at building and maintaining relationships with key stakeholders, including clients, partners, and internal teams. Must have a strategic mindset and a results-driven approach A dynamic leader who can navigate complex environments, manage multiple priorities, and drive business growth through innovative and effective capture management practices. Ability to multi-task, meet deadlines, and accomplish goals. Why us? We are a team of experienced and caring leaders, clinicians, pioneering technologists, and industry professionals who come together to redefine expectations for the healthcare industry. State and federal healthcare agencies, providers, and employers turn to us as their vital partner to ensure better healthcare and improve health outcomes. We do this through our people. You will have meaningful work that genuinely improves people's lives across the country. We are a company that cares about our employees, and we give you the tools and encouragement you need to achieve the finest work of your career. Benefits Benefits are a key component of your rewards package. Our benefits are designed to provide you with additional protection, security, and support for both your career and your life away from work. Our benefits include comprehensive health plans, paid time off, retirement savings, corporate wellness, educational assistance, corporate discounts, and more. Thank You! We know your time is valuable and we thank you for applying for this position. Due to the high volume of applicants, only those who are chosen to advance in our interview process will be contacted. We sincerely appreciate your interest in Acentra Health and invite you to apply to future openings that may be of interest. Best of luck in your search! ~ The Acentra Health Talent Acquisition Team Visit us at Acentra.com/careers/ EEO AA M/F/Vet/Disability Acentra Health is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, status as a protected veteran or any other status protected by applicable Federal, State or Local law. Compensation The pay for this position is listed below. "Based on our compensation philosophy, an applicant’s position placement in the pay range will depend on various considerations, such as years of applicable experience and skill level." Pay Range USD $101,696.00 - USD $170,000.00 /Yr.
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