Manager Commercial Steering, Policies & Guidelines

Qatar Airways; Doha; On-site; QAR 255,000 - 364,000; Full time

Job summary

Qatar Airways seeks an experienced leader to govern the frameworks through which it sells commercially, ensuring alignment with CSPs and compliance across channels. The role requires translating strategic priorities into actionable governance, incentive structures, and policy tools that drive measurable performance.

You will own the end-to-end lifecycle of sales programmes, monitor ROI, and coordinate with Finance, Legal, and regional teams to ensure fiscal discipline and operational excellence.

Qualifications

• 8–10+ years of experience in commercial strategy, sales operations, pricing, incentives, or governance.
• Strong understanding of commercial sales frameworks, incentive design, and distribution management.
• Proven experience in developing policies and governance aligned to strategic objectives.
• Solid financial acumen with budgeting, ROI tracking, and performance analysis.

Responsibilities

• Own end-to-end lifecycle of commercial sales programmes from design to post-programme evaluation.
• Develop and publish governance tools, incentive frameworks, and policy documentation.
• Monitor policy compliance across markets and coordinate corrective actions with stakeholders.
• Track incentive ROI, budget utilisation, and programme performance against KPIs.
• Escalate policy queries and provide guidance to regional sales teams.

Skills

Commercial governance

Incentive design

Policy development

Financial analysis

Stakeholder management

Strategic translation

Education

Bachelor’s degree in Business/Finance/Economics

MBA or relevant postgraduate preferred

Job description

About the role:

Owns and governs the frameworks through which Qatar Airways sells commercially — ensuring that all sales programmes, incentive structures, policies and guidelines are coherent, compliant, financially sound, and aligned to the Commercial Strategic Priorities (CSPs) set by the Chief Commercial Officer. Serves as the primary custodian of commercial governance within the Distribution & Commercial Efficiency function, translating strategic direction into clear, actionable policies and tools that drive consistent, measurable sales performance across all channels and markets.

General Information

Ref # 26000076

Location: Qatar-Doha

Job family: Corporate & Commercial

Closing Date: 2026-09-22

Description

About the role:

Owns and governs the frameworks through which Qatar Airways sells commercially — ensuring that all sales programmes, incentive structures, policies and guidelines are coherent, compliant, financially sound, and aligned to the Commercial Strategic Priorities (CSPs) set by the Chief Commercial Officer. Serves as the primary custodian of commercial governance within the Distribution & Commercial Efficiency function, translating strategic direction into clear, actionable policies and tools that drive consistent, measurable sales performance across all channels and markets.

Key Accountabilities Include

Strategic

• Support the development and annual refresh of Qatar Airways' Commercial Strategic Priorities (CSPs), translating CCO direction into actionable governance frameworks, sales guidelines and commercial policies across all markets and channels.
• Define and own the commercial governance architecture — establishing clear rules of engagement for how Qatar Airways sells, including incentive philosophy, programme eligibility criteria, approval thresholds, and channel-level mapping & policy hierarchy.
• Lead the strategic design of all sales programme structures, including but not limited to Performance-Linked Bonuses (PLBs), upfront commissions, backend incentives, joint dealing arrangements, and CTK guidelines — ensuring each is designed to drive incremental value and measurable return on investment.
• Establish and maintain the agency definition & mapping framework, FAM guidelines, and sales programme eligibility criteria, ensuring alignment with commercial objectives and legal/compliance requirements.
• Partner with the VP Distribution & Commercial Efficiency and the Senior Manager Commercial Efficiency and Qatar Airways International & Doha Sales teams to identify governance gaps, policy conflicts, or structural inefficiencies, and propose corrective action with clear business cases.
• Drive the alignment of commercial policies and incentive structures across HQ and regional markets, ensuring consistency while accommodating local commercial requirements within agreed parameters.

Operational

• Own the end-to-end lifecycle of all commercial sales programmes — from design and approval through implementation, monitoring, and post-programme evaluation — ensuring timely execution and full budget adherence.
• Develop, maintain, and publish all commercial policy documentation, sales guidelines, and governance tools (incentive frameworks, joint dealing templates, CTK and FAM guidelines), ensuring they are current, accessible, and operationally usable by regional sales teams.
• Monitor policy compliance across markets and channels, identifying violations or misapplications and coordinating corrective action with relevant stakeholders including Regional Sales, Finance, and Legal.
• Track and report on incentive ROI, budget utilisation, and programme performance against agreed KPIs — providing regular management reporting to the Senior Manager Commercial Efficiency and VP.
• Act as the primary point of escalation for commercial policy queries from regional sales teams, resolving ambiguities, issuing guidance, and escalating exceptions through the appropriate approval chain.
• Coordinate and work closely with Finance on incentive budget planning, accruals, and reconciliation — ensuring commercial programme costs are accurately forecasted and controlled within approved limits and cost of sales guidelines.
• Continuously assess the relevance, usability, and effectiveness of commercial tools and policy documentation, gathering feedback from the field and driving iterative improvements to maximise adoption and impact.

Be part of an extraordinary story

Your skills. Your imagination. Your ambition. Here, there are no boundaries to your potential and the impact you can make. You’ll find infinite opportunities to grow and work on the biggest, most rewarding challenges that will build your skills and experience. You have the chance to be a part of our future and build the life you want while being part of an international community. Our best is here and still to come. To us, impossible is only a challenge. Join us as we dare to achieve what’s never been done before. Together, everything is possible.

Qualification

Qualifications Summary

• Bachelor’s degree in Business Administration, Finance, Economics, or a related field (MBA or relevant postgraduate qualification preferred).
• 8–10+ years of experience in commercial strategy, sales operations, pricing, incentives, or governance roles within a large, complex organisation (aviation or travel sector preferred).
• Strong understanding of commercial sales frameworks, incentive design (e.g., PLBs, commissions), and distribution/channel management.
• Proven experience in developing and managing policies, governance frameworks, and commercial programmes aligned to strategic objectives.
• Solid financial acumen with experience in budgeting, cost of sales, ROI tracking, and performance analysis of commercial initiatives.
• Advanced analytical skills with the ability to translate data into actionable insights and recommendations.
• Experience working with cross-functional stakeholders including Sales, Finance, Legal, and Strategy.
• Strong communication and stakeholder management skills, with the ability to influence at multiple organisational levels.

Key Requirements Of a Successful Candidate

• Commercial Governance Expertise: Deep knowledge of sales policies, incentive structures, and governance frameworks, with the ability to ensure alignment, consistency, and compliance across markets.
• Strategic Translation Capability: Ability to translate high-level Commercial Strategic Priorities into clear, actionable policies, frameworks, and sales programme designs.
• Programme Design & Lifecycle Management: Proven experience in designing, implementing, and managing end-to-end sales programmes, ensuring strong ROI and alignment with financial and strategic goals.
• Financial & Analytical Strength: Strong capability in tracking incentive performance, managing budgets, and evaluating programme effectiveness through data‑driven insights.
• Policy Development & Control: Ability to develop, maintain, and enforce commercial policies and guidelines, ensuring they are practical, scalable, and widely adopted.
• Stakeholder Management & Influence: Strong collaboration and influencing skills to align HQ and regional teams, resolve conflicts, and drive consistent application of policies.
• Operational Excellence: Ability to ensure disciplined execution, compliance monitoring, and continuous improvement of commercial frameworks and tools.
• Problem Solving & Decision Making: Strong judgement in resolving policy ambiguities, managing escalations, and balancing commercial flexibility with governance requirements.
• Continuous Improvement Mindset: Proactively identifies gaps, inefficiencies, and enhancement opportunities to improve usability, adoption, and commercial impact.
• Global Perspective: Experience operating across multiple markets, with the ability to balance global consistency with local market needs.

About Qatar Airways Group

Our story started with four aircraft. Today, we deliver excellence across 12 different businesses coming together as one. We’ve grown fast, broken records and set trends that others follow. We don’t slow down by the fear of failure. Instead, we dare to achieve what’s never been done before. So whether you’re creating a unique experience for our customers or innovating behind the scenes, every person contributes to our proud story. A story of spectacular growth and determination. Now is the time to bring your best ideas and passion to a place where your ambition will know no boundaries, and become a part of a truly global community.

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