Revenue Operations Leader: Forecasting, Pipeline & Insights

McKesson Corporation; Georgia; Hybrid; USD 114,000 - 190,000; Full time

Job summary

McKesson in the United States is seeking a Revenue Operations Manager, NAPD, to drive disciplined revenue execution across a complex distribution sales environment. You will own pipeline health, forecasting rigor, quota analytics, and revenue inspection across the sales lifecycle.

This role partners with Sales Leadership, Finance, Sales Enablement, and Salesforce product teams to translate Salesforce-enabled selling into trusted forecasts, proactive risk surfacing, and actionable insights.

Qualifications

• 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

Responsibilities

• Own pipeline health diagnostics and inspection standards across NAPD sales motions
• 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

Skills

Revenue Operations

Sales Analytics

Forecasting & Analytics

Education

Bachelor's degree or equivalent experience

Tools

Salesforce

Job description

McKesson in the United States is seeking a Revenue Operations Manager, NAPD, to drive disciplined revenue execution across a complex distribution sales environment. You will own pipeline health, forecasting rigor, quota analytics, and revenue inspection across the sales lifecycle.

This role partners with Sales Leadership, Finance, Sales Enablement, and Salesforce product teams to translate Salesforce-enabled selling into trusted forecasts, proactive risk surfacing, and actionable insights.