Revenue Operations Manager – North American Pharmaceutical Distribution (NAPD)

McKesson is an impact-driven, Fortune 10 company that touches virtually every aspect of healthcare. We are known for delivering insights, products, and services that make quality care more accessible and affordable. Here, we focus on the health, happiness, and well-being of you and those we serve – we care.

What you do at McKesson matters. We foster a culture where you can grow, make an impact, and are empowered to bring new ideas. Together, we thrive as we shape the future of health for patients, our communities, and our people. If you want to be part of tomorrow’s health today, we want to hear from you.

Role Summary 

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. 

Key Responsibilities

Pipeline, Funnel & Deal Health 

• 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 

Forecasting & Revenue Confidence 

• 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 

Sales Performance KPIs​ 

• 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 

Cross-Functional Partnership 

• 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 

Operating Model & Continuous Improvement 

• 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 

Minimum Requirement

Degree or equivalent and typically requires 7+ years of relevant experience.

Education

Bachelor’s degree or equivalent experience 

Critical Skills

• 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 

Preferred Skills

• 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 

What Sets You Apart 

• You focus on decisions and execution, not just metrics 

• You proactively identify risks and opportunities before they surface in results 

• You are comfortable challenging assumptions with data 

• You thrive in complex, matrixed environments where clarity and discipline matter 

This role is a hybrid position. The selected candidate is expected to work on-site at our Las Colinas office a minimum of two (2) days per week, with the remaining days worked remotely. Specific in-office days may be designated based on team needs and business priorities.

We are proud to offer a competitive compensation package at McKesson as part of our Total Rewards. This is determined by several factors, including performance, experience and skills, equity, regular job market evaluations, and geographical markets. The pay range shown below is aligned with McKesson's pay philosophy, and pay will always be compliant with any applicable regulations. In addition to base pay, other compensation, such as an annual bonus or long-term incentive opportunities may be offered. For more information regarding benefits at McKesson, please click here.

Our Base Pay Range for this position

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McKesson is an Equal Opportunity Employer

McKesson provides equal employment opportunities to applicants and employees, without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age, genetic information, or any other legally protected category. For additional information on McKesson’s full Equal Employment Opportunity policies, visit our Equal Employment Opportunity page.

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