Senior Manager Commercial Efficiency

Accountable for driving the operational leadership and continuous evolution of Qatar Airways' Commercial Efficiency function — ensuring that the commercial salesorganisationoperateswith the speed, consistency, and controlrequiredto turn customer demand into profitable growth across all channels and markets. Provides expert insight, commercial stewardship, and deep organisational intelligence to shape the commercial efficiency direction set by the VP Distribution & Commercial Efficiency, and ensures this direction is translated into clear governance frameworks, scalable capability programmes, and effective systems and tools across the function.

Leads the three pillars of Commercial Efficiency — Commercial Steering, Policies & Guidelines;
Commercial Enablement & Capabilities; and Commercial Systems & Tools — ensuring each pillar is purposefully managed, clearly accountable, and delivering measurable value to the broader commercialorganisation. Owns the commercial governance architecture, sales methodology and enablement framework, and the technology roadmap that underpins how Qatar Airways' commercial teams go to market — and ensures that policies, processes, and platforms enable consistent, modern, and high‑performing commercial operations across all regions and segments.

Key Accountabilities include:

• Develop and lead the Commercial Efficiency strategy across all three pillars — Commercial Steering, Policies & Guidelines;
  Commercial Enablement & Capabilities; and Commercial Systems & Tools — ensuring alignment with Qatar Airways' Commercial Strategic Priorities and the VP's long‑term transformation roadmap for the Distribution & Commercial Efficiency function.
• Shape and own the commercial governance architecture — defining how Qatar Airways sells, including the incentive philosophy, policy hierarchy, programme structures, and sales guidelines that govern commercial activity across all channels, segments, and markets — and ensuring these frameworks are enforced consistently and evolve in line with business needs.
• Lead the development of Qatar Airways' sales methodology and commercial enablement framework — ensuring that all sales teams across business travel, leisure, distribution, and trade segments are equipped with the right tools, playbooks, and capability programmes to perform consistently and at the highest level.
• Own and drive the commercial systems and tools roadmap — establishing a prioritised, business‑value‑driven pipeline of enhancements across Galaxy, , the Trade Portal, and other platforms that support the commercialorganisation— and ensuring technology investment is aligned to measurable commercial outcomes.
• Represent Qatar Airways' commercial efficiency interests in strategic and cross‑functional engagements with International Sales, Leisure & Business Travel, Doha Sales, Revenue Management, Finance, IT, and other internal stakeholders — providing expert commercial perspective and ensuring Commercial Efficiency priorities are understood, supported, and delivered across the organisation.
• Provide insight‑driven recommendations to the VP Distribution & Commercial Efficiency — using performance data, field feedback, policy compliance metrics, and systems analytics to inform strategic decisions and identify opportunities to improve the commercialorganisation's effectiveness, cost efficiency, and revenue productivity.
• Define and oversee the incentive and commercial programme framework — including but not limited to PLBs, upfront and backend commissions, joint dealing guidelines, CTK and FAM policies, and agency definitions — ensuring all programmes are financially sound, strategically aligned, and delivering measurable return on investment.
• Drive cross‑functional alignment with Digital, Revenue Management, Finance, HR, and Commercial Marketing to ensure the seamless delivery of commercial efficiency capabilities, sales enablement initiatives, and trade engagement programmes across the organisation.

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