Revenue Operations Manager – North American Pharmaceutical Distribution (NAPD)

McKesson•Alpharetta, GA

1d•$114,200 - $190,400•Hybrid

About The Position

The Revenue Operations Manager, NAPD is responsible for driving predictable, disciplined revenue execution across a complex distribution sales environment. This role owns pipeline health, forecasting rigor, quota and capacity analytics, and revenue inspection across the NAPD sales lifecycle. The Revenue Operations Manager partners closely with NAPD Sales Leadership, Finance, Sales Enablement, and Salesforce Product teams to translate Salesforce-enabled selling into consistent execution, trusted forecasts, and decision-ready insights. This role is expected to proactively surface revenue risks, highlight performance drivers, and improve how the organization plans, inspects, and delivers revenue—not simply report on outcomes.

Requirements

Degree or equivalent and typically requires 7+ years of relevant experience.
7+ years of experience in Revenue Operations, Sales Operations, Sales Analytics, or a related commercial function
Strong experience supporting pipeline management, forecasting, and revenue inspection in a complex B2B environment
Advanced analytical skills with the ability to synthesize data into actionable insights

Nice To Haves

Experience in pharmaceutical distribution, healthcare, life sciences, or similarly complex commercial environments
Experience supporting quota setting, capacity modeling, or coverage planning
Deep familiarity with Salesforce reporting, dashboards, and inspection workflows
Strong executive communication skills with the ability to influence across functions
Comfort operating in high-scale, low-margin, high-complexity business models

Responsibilities

Own pipeline health diagnostics and inspection standards across NAPD sales motions, including national accounts and complex manufacturer-aligned opportunities
Lead recurring Funnel Health Reviews, identifying risks related to coverage, conversion, velocity, and deal progression
Establish and govern funnel hygiene standards to ensure accurate, reliable inspection in Salesforce
Drive forecasting accuracy through disciplined inspection, trend analysis, and risk identification
Provide executive-level pre-reads and insights that clearly articulate forecast confidence, upside, and risk drivers
Surface early warning indicators tied to pipeline sufficiency, timing risk, and execution gaps
Establish and govern a clear, consistent set of Sales Performance KPIs aligned to Revenue Operations objectives and NAPD revenue outcomes
Define and maintain standard KPI definitions, calculation logic, data sources, and inspection thresholds to ensure consistency and trust across Sales, Finance, and Leadership
Embed KPI review into regular sales operating rhythms (e.g., weekly funnel reviews, monthly business reviews, quarterly planning) in partnership with Sales Leadership
Translate KPI trends and outliers into actionable insights, highlighting execution risks, opportunities, and implications for forecast confidence and revenue delivery
Partner with NAPD Sales Leadership to support data-driven decision making and execution discipline
Partner with Business Insights team to define, prioritize, and operationalize Rev Ops dashboards and analytics tools
Collaborate with Sales Enablement to identify coaching opportunities and behavior gaps impacting performance
Align with Finance to reinforce plan-to-quota alignment and revenue confidence
Provide clear business requirements and feedback to Salesforce Product and Business Insights teams to enhance Rev Ops and inspection tooling
Reinforce a consistent sales operating model across NAPD segments and roles
Identify opportunities to simplify, standardize, and improve revenue inspection processes
Translate complex commercial data into clear, actionable narratives for senior leadership