Revenue Operations Manager – North American Pharmaceutical Distribution (NAPD)

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 rel="noopener noreferrer">click here.

  Our Base Pay Range for this position

  $114,200 - $190,400

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