Revenue Operations Manager (Pipeline/Pharma)

McKesson•Irving, MA

1d•$114,200 - $190,400•Hybrid

About The Position

The Revenue Operations Manager, NAPD drives predictable, disciplined revenue execution across a complex distribution sales environment. The role owns pipeline health, forecasting rigor, quota and capacity analytics, and revenue inspection across the NAPD sales lifecycle. It partners with NAPD Sales Leadership, Finance, Sales Enablement, Salesforce Product, and Business Insights teams to improve execution, produce trusted forecasts, and deliver decision-ready insights. The position proactively surfaces revenue risks, identifies performance drivers, and improves how the organization plans, inspects, and delivers revenue. The role is open to candidates across the United States. Candidates based in the Dallas–Fort Worth area will work in a hybrid capacity, with a minimum of two days per week on-site at the Las Colinas office and remaining days remotely; specific in-office days may be set according to team needs and business priorities. This is an individual contributor role.

Requirements

Degree or equivalent experience; the role typically requires 7 or more years of relevant experience.
Bachelor’s degree or equivalent experience.
At least 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 and 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 and 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 and identify risks related to coverage, conversion, velocity, and deal progression.
Establish and govern funnel hygiene standards to support accurate, reliable inspection in Salesforce.
Drive forecasting accuracy through disciplined inspection, trend analysis, and risk identification.
Prepare executive-level pre-reads and insights describing forecast confidence, upside, and risk drivers.
Surface early warning indicators related to pipeline sufficiency, timing risk, and execution gaps.
Establish and govern Sales Performance KPIs aligned with Revenue Operations objectives and NAPD revenue outcomes.
Define and maintain standard KPI definitions, calculation logic, data sources, and inspection thresholds.
Embed KPI review in regular sales operating rhythms, including weekly funnel reviews, monthly business reviews, and quarterly planning, in partnership with Sales Leadership.
Translate KPI trends and outliers into actionable insights about execution risks, opportunities, forecast confidence, and revenue delivery.
Partner with NAPD Sales Leadership to support data-driven decision-making and execution discipline.
Partner with the 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 affecting performance.
Align with Finance to reinforce plan-to-quota alignment and revenue confidence.
Provide 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.