Director, Competitive Insights and RFP Response

WebMD Ignite is seeking a strategic Director, Competitive Insights and RFP Response to lead the RFP function, transforming it into a competitive advantage. This role involves managing the end-to-end proposal development process, owning the overall RFP strategy, and ensuring the pursuit of the right opportunities to consistently win. The director will drive flawless execution, align RFP efforts with growth objectives, and collaborate with various teams to deliver high-quality, on-time proposals that are accurate, compelling, and strategically aligned with the organization's goals.

Must Have

• Oversee intake, qualification, response, and submission processes for proposals.
• Deliver high-quality, on-time proposals with consistent messaging.
• Partner with Finance and Product teams on pricing strategies.
• Lead post-mortems for continuous improvement.
• Act as a thought partner to Sales leaders on deal positioning.
• Build framework to identify and prioritize opportunities.
• Monitor market activity for relevant RFPs.
• Maintain a centralized library of content, case studies, and metrics.
• Track and report on RFP volume, pursuit rates, and win/loss performance.
• Lead structured win/loss analysis.
• Develop intelligence reports for top-of-funnel strategy.
• 10-15 years of experience as a senior pursuits professional.
• 7+ years managing complex proposals in the healthcare industry.
• Deep knowledge of enterprise sales cycles, competitive intelligence, and proposal development.
• Persuasive communicator and storyteller.
• Executive presence and ability to influence strategy.
• Proven track record of managing high-stakes proposals with measurable results.
• Proficiency with RFP software (RFPIO, Loopio, Qvidian).
• Experience with Salesforce CRM and content management platforms.
• Strong proficiency in Google Suite.

Perks & Benefits

• Health Insurance (medical, dental, and vision coverage)
• Paid Time Off (including vacation, sick leave, and flexible holiday days)
• 401(k) Retirement Plan with employer matching
• Life and Disability Insurance
• Employee Assistance Program (EAP)
• Commuter and/or Transit Benefits (if applicable)
• Discretionary company bonus

Description

Position at WebMD

WebMD Ignite, a division of WebMD and Internet Brands, is the growth partner for healthcare organizations. We guide people to better health at all stages of their journey, from discovery to recovery. Our combination of leading brands in the industry—including WebMD, Medscape, Krames, PulsePoint, Vitals, The Wellness Network, Mercury Healthcare, and Healthwise—offers comprehensive solutions that engage individuals with timely, relevant messaging that optimizes experiences and outcomes, driving loyalty and lifetime value for our clients. Learn more at WebMDIgnite.com.

Position Summary:

We are seeking an accomplished and strategic Director, Competitive Insights and RFP Response to lead our RFP function and elevate it into a true competitive advantage. This leader will not only manage the end-to-end proposal development process but also own our overall RFP strategy—ensuring we pursue the right opportunities, differentiate our responses, and consistently win.

The ideal candidate is a senior professional with deep expertise in RFP strategy, capture management, and sales enablement, capable of shaping go-to-market decisions while driving flawless execution. This role requires both strategic vision and hands-on leadership to align our RFP efforts with the organization’s growth objectives.

Key Responsibilities:

-Proposal Leadership:

• Oversee intake, qualification, response, and submission processes across all business lines and products, particularly in healthcare payer and provider markets.
• Deliver high-quality, on-time proposals while maintaining consistency in messaging, branding, and positioning.
• Partner with Finance and Product teams to ensure pricing strategies align with value and competitiveness.
• Lead post-mortems to capture lessons learned and drive continuous improvement.
• Partner with Sales, Product, Finance, Legal, and Operations to ensure responses are accurate, compelling, and strategically aligned.
• Act as a thought partner to Sales leaders on deal positioning and strategy.
• Serve as primary liaison with external buying agencies, GPOs, and procurement influencers.
• Build trusted relationships with stakeholders to increase visibility into future opportunities.

-Proposal Strategy, Client Engagement & Thought Leadership:

• Build framework to identify & prioritize opportunities while declining non-strategic bids.
• Monitor market activity to ensure visibility into all relevant RFPs, bids, and tenders.
• Partner with executives to align pursuit decisions with growth goals.
• Maintain a centralized library of content, case studies, and metrics to accelerate response speed and elevate quality.
• Collaborate with Sales, Product Marketing, and Executive leadership to create and deliver strategic presentations for marquee clients and joint solution partnerships.
• Ensure proposal insights and differentiators are carried through into client-facing narratives and strategic account materials.
• Support co-creation engagements with clients by tailoring solution narratives, case studies, and financial justification materials that align to enterprise-level outcomes.
• Develop and refine best practices in storytelling, competitive positioning, and value articulation.

-Market Intelligence, Analytics & Reporting and Continuous Improvement:

• Track & report on RFP volume, pursuit rates, win/loss performance, & outcome drivers.
• Lead structured win/loss analysis to surface themes in pricing, relationship, product fit, and brand trust.
• Use data to guide go/no-go decisions and improve processes.
• Present insights to ELT on pipeline health, trends, and competitive intelligence.
• Develop intelligence reports that guide top-of-funnel strategy, demand generation, and sales enablement.
• Partner with leadership to present quarterly insights that inform product strategy, pricing models, and brand positioning.

Experience & Qualifications:

• A senior pursuits professional with 10-15 years experience
• 7+ years of experience managing complex proposals in the highly competitive healthcare industry; with deep knowledge of enterprise sales cycles, competitive intelligence, and proposal development.
• A persuasive communicator and storyteller who can distill technical and business issues into client-centered, compelling narratives driven by our product solutions.
• A leader with executive presence, able to influence strategy, command strategy discussions, and drive alignment across multiple stakeholders.
• Proven track record of managing high-stakes proposals with measurable results.
• Demonstrated success integrating win themes, differentiators, and market insights into compelling narratives.

-Leadership Skills:

• Proven ability to improve win rates and introduce scalable best practices.
• Strong record of leading cross-functional teams under tight deadlines.
• Collaborative, resilient, and able to thrive in a fast-paced, high-stakes environment, with decisiveness to drive consensus.
• Experience mentoring and developing proposal teams.

-Tools & Systems:

• Proficiency with RFP software (e.g., RFPIO, Loopio, Qvidian).
• Experience with Salesforce CRM and content management platforms.
• Strong proficiency in Google Suite; Slides, Sheets, Docs, etc.

Bonus Eligible:

This position is also eligible for a discretionary company bonus, based upon business results.

Benefits: Employees in this position are eligible to participate in the company sponsored benefit programs, including the following within the first 12 months of employment:

• Health Insurance (medical, dental, and vision coverage)
• Paid Time Off (including vacation, sick leave, and flexible holiday days)
• 401(k) Retirement Plan with employer matching
• Life and Disability Insurance
• Employee Assistance Program (EAP)
• Commuter and/or Transit Benefits (if applicable)

Eligibility for specific benefits may vary based on job classification, schedule (e.g., full-time vs. part-time), work location and length of employment.