McKesson

Revenue Operations Manager – North American Pharmaceutical Distribution (NAPD)

McKesson$114K — $190K *
Pharmaceuticals & Biotech
5 - 7 years of experience
Job Overview by Ladders

Qualifications

  • Bachelor's degree or equivalent experience
  • 7+ years in Revenue Operations, Sales Operations, or Sales Analytics
  • Strong experience in pipeline management and revenue inspection
  • Advanced analytical skills to derive actionable insights from data
  • Familiarity with Salesforce reporting and dashboards

Responsibilities

  • Own diagnostics and health standards for sales pipeline
  • Lead Funnel Health Reviews to identify risks
  • Establish inspection standards for funnel hygiene
  • Drive forecasting accuracy through inspection and analysis
  • Provide executive pre-read insights on forecast confidence
  • Create and maintain Sales Performance KPIs
  • Collaborate cross-functionally to support data-driven decision making

Benefits

  • Hybrid work model with at least two days in the office per week
  • Access to a competitive compensation package
  • Participation in annual bonus and long-term incentive opportunities
  • Strong emphasis on career development and growth
  • Comprehensive benefits aligned with total rewards strategy
Full Job Description

Role Summary

The Revenue Operations Manager,NAPDis responsible fordriving 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 revenuenot 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,identifyingrisks related to coverage, conversion, velocity, and deal progression

  • Establish and govern funnel hygiene standards to ensureaccurate, 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 andmaintainstandard 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 toidentifycoaching opportunities and behavior gapsimpactingperformance

  • Align with Finance to reinforce plan-to-quota alignment and revenue confidence

  • Provide clear business requirements and feedback to Salesforce Product andBusiness Insightsteams to enhance Rev Ops and inspection tooling

Operating Model & Continuous Improvement

  • Reinforce a consistent sales operating model across NAPD segments and roles

  • Identifyopportunities 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

Bachelors 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

  • Comfortoperatingin high-scale, low-margin, high-complexity business models

What Sets You Apart

  • You focus ondecisions and execution, not just metrics

  • You proactivelyidentifyrisks 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

Our Base Pay Range for this position

$114,200 - $190,400

About McKesson

McKesson Corporation provides medicines, pharmaceutical supplies, information and care management products and services across the healthcare industry. The Company operates in two segments. The McKesson Distribution Solutions segment delivers ethical drugs, medical-surgical supplies and equipment and health and beauty care products throughout North America. This segment also provides specialty pharmaceutical solutions for biotech and pharmaceutical manufacturers, sells financial, operational and clinical solutions for pharmacies (retail, hospital, long-term care) and provides consulting, outsourcing and other services. The McKesson Technology Solutions segment delivers enterprise-wide clinical, patient care, financial, supply chain, strategic management and software solutions. In July 2011, the Company acquired Portico Systems from Safeguard Scientifics, Inc. On March 25, 2012, it acquired the independent banner and franchise businesses of Katz Group Canada Inc. McKesson Distribution Solutions delivers pharmaceuticals to retail pharmacies and institutional providers like hospitals and health systems. They operate pharmaceutical distribution centers across the country, serving customers in all 50 states. They also deliver a comprehensive offering of health care products, technology, equipment and related services to the alternate site market, including physician offices, surgery centers, long-term care facilities and home care businesses across the country. McKesson is currently the largest pharmaceutical distributor in North America. McKesson also operates McKesson Canada and has an equity holding in Nadro, a leading distributor in Mexico.

McKesson Careers

Join McKesson, a leading global healthcare company, and be part of a team that is redefining the future of healthcare. With a variety of job opportunities available, McKesson is the perfect place to advance your career, whether you're a seasoned professional or just starting out. Work You’ll Do At McKesson, we are committed to improving care in every setting—one product, one partner, one patient at a time. We’re seeking talented professionals to join our team and contribute to a culture of innovation, diversity, and leadership. Our employees are driven by a deep sense of purpose and a desire for continuous growth and improvement. Empower Your Future in Healthcare With positions ranging from internships to leadership roles, McKesson offers unparalleled employment opportunities to develop your skills and advance your career. Our commitment to diversity training ensures that all team members have the opportunity to thrive. Join a team where your skills will be honed, your professional growth will be supported, and where you can genuinely see the difference you make in the lives of patients around the world. Innovative Work Environment McKesson is at the forefront of healthcare innovation. Our team is constantly exploring new ways to improve patient outcomes and streamline care processes. This commitment to innovation is what sets us apart and what makes McKesson an exciting place to work. Career Development and Benefits McKesson believes in nurturing the potential of its employees through robust career development programs and comprehensive benefits designed to support your life and well-being. From leadership training to health and wellness benefits, we ensure our team members are equipped to meet their professional and personal goals. Explore Job Opportunities Whether you’re looking for an internship to kickstart your career, or a senior position to utilize your extensive experience, McKesson offers a range of opportunities. Explore our open positions and find where you can make a difference at McKesson. Stay Connected Join Our Team Search for open positions that match your skills and interests. We are looking for passionate, curious, and solution-driven team players who are ready to take the next step in their careers. Keep Up to Date Stay ahead with career tips, insider perspectives, and industry-leading insights you can put to use today—all from the people who work here. Networking and Professional Growth At McKesson, networking and professional growth are part of our everyday environment. We encourage our employees to connect, share, and learn from each other to foster personal and professional development. Job Alert Emails Personalize your subscription to receive job alerts, latest news, and insider tips tailored to your preferences. Discover the exciting and rewarding career opportunities that await you at McKesson. Join McKesson today and be part of a team that is dedicated to shaping the future of healthcare.
Learn more about McKesson
Size
58,000 employees
Market Cap
$53.7 billion
Industry
Net Income
-$4.1 billion
Founded
1833
5 Year Trend
+5.9%
Revenue
$237.6 billion
NASDAQ

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