Manager Commercial Steering, Policies & Guidelines

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.

• 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.

• 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.

Location:

Qatar-Doha

Job family:
Corporate & Commercial

Closing Date: