Director - Presales Solutions - Healthcare - BPO

BD/Solutions (Healthcare)

Role Summary

- Individuals in this role ensure end to end ownership for a particular bid, including completeness and quality of response, and program management for collateral, commercials, solution articulation, content for bid defense presentations, and client visits.

Key Result Areas

- Quality of the Bid - articulates value proposition, differentiating capability and relevance of content

- Program management of the bid process - adherence to bid response plan

- Number of proposals where Cognizant is shortlisted post RFP

- Accuracy of assumptions / solution components in the pricing template

- Accountable for zero errors (language/ consistency) in consolidated bid document

Responsibilities :

- Solution Development

- Lead proposal development

- Answer- primary owner / solutions / pricing and conducts Due Diligence / Portfolio Analysis for shortlisted/ qualified deals

- Ensure Quality responses to RFX

- Ensure timely completion of customer submission documents adhering to deadlines

- Due Diligence / Portfolio Analysis for shortlisted/ qualified deals

- Provide Solution Concepts / pricing, parameters / answers / inter-department alliances

- Build the domain capability in chosen sub-domain

- Provide guidance and supports the transition of processes until go-live

- Manage accounts that the individual has been aligned to

- Conduct due diligence workshops for offshore feasibility / discovery workshops and manage completion of associated deliverables

- Take ownership of parts of capability building initiatives e.g. Frameworks, Tools, POCs, Best practices

- Drive meetings and maintain minutes to ensure stakeholders are aware of the scope of the RFP

- Ensure timely completion of customer submission documents adhering to deadlines

- Work with Global Sales team to respond RFP, RFIs and other pre-sales deliverables to ensure successful conversion to a Win. Maintain a culture of high customer service and Build domain capability in chosen sub-domain

- Support the transition of processes until go-live deliverables

- Provide support in capability building initiatives

- Leverage Global Delivery teams, CoEs, and other enabling functions to increase the chances of winning a deal - depending on the opportunity

- End to end client visit management - depending on the opportunity

- Conduct market research - providing intelligence for industry trends on application outsourcing for proactive pitching and opportunity identification - periodic updates

- Support marketing activities and lead generation - on need basis

- Execute consulting /maturing assessment projects - on need basis

- Service line management (with supervision) for a line of business including end to end market research, trending, collaterals

- Ensure planning, coordination and completion of activities related to Bid Management (RFX responses / Pricing / Effort estimation / Collaboration with onsite team for understanding requirements/Solution documents and presentations)

- Ensure effective and efficient execution of pricing and solutioning methodology depending on the specialization i.e. pricing, solutioning

- Conduct preliminary bid research - market and company reports, financial reports to understand linkage between opportunity and their business context

Bid Management :

- Complete ownership of the bids (RFX- RFI/RFP/RFQ)

- Manage the various stakeholders for bid response; Create agendas, schedules, deal trackers to ensure timely submission with appropriate reviews

- Create and distribute of summary decks (for large and multi tower deals)

- Create error free, appropriate financial models/ constructs in line with margins agreed at a practice and account level

- Provide timely/appropriate action /escalation / status updates to Manager/Account teams on all open issues

- Collaborate and create Partnership

- Provide business expertise in the Bid response process

- Keep abreast of business related issues / activities for effective solutions

Creation of Collaterals :

- Create capability documents and presentations/ Case Studies/ brochures

- Market analysis / industry trends / White papers

Consulting / Market Research/ Business Development : 

- Create consulting frameworks in conjunction with CoEs / SMEs; Point of Views for service offering expansion

- Perform competition analysis

- Create consulting frameworks in conjunction with CoEs / SMEs; Point of Views for service offering expansion

- Perform competition analysis

- Create Business Case for large deals

- Collaborate with Research analysts (Data monitor, Business Insights), for secondary research for market size estimation and industry analysis

- Manage alliances / partnerships in solutions, Drive partners for optimum solutions and pricing.

People / Team :

- Coach and mentor junior / new team members

- Contribute to Best Practices and Innovation and share best practices across work areas, functions and sites.

- Impart and conduct process and quality training to team members

- Engage with team members to seek feedback

Domain Expertise :

- Deep understanding on US Healthcare industry

- Specific knowledge of Claims and Membership, spanning across Commercial, Medicare and Medicaid LOBs

- Good understanding of end to end claims value chain, spanning across claims intake to payout.

- Good understanding of Appeals and Grievances functions

Team Management Responsibilities :

- Mentor a team of Business Analysts

Location : Bangalore / Chennai