Manager Commercial Steering, Policies & Guidelines

About the role

The Manager Commercial Steering, Policies & Guidelines owns and governs the frameworks through which Qatar Airways sells commercially. This role ensures that all sales programmes, incentive structures, policies and guidelines are coherent, compliant, financially sound, and aligned with the Commercial Strategic Priorities set by the Chief Commercial Officer.

Key responsibilities

• Support the development and annual refresh of Qatar Airways' Commercial Strategic Priorities, translating CCO direction into actionable governance frameworks.
• Define and own the commercial governance architecture, establishing rules of engagement, incentive philosophy, programme eligibility criteria, approval thresholds, and policy hierarchy.
• Lead the strategic design of sales programme structures, including Performance‑Linked Bonuses, upfront commissions, backend incentives, joint dealing arrangements, and CTK guidelines.
• Establish and maintain agency definition & mapping framework, FAM guidelines, and sales programme eligibility criteria.
• Partner with senior leaders to identify governance gaps, policy conflicts, or structural inefficiencies and propose corrective actions.
• Drive alignment of commercial policies and incentive structures across HQ and regional markets while accommodating local requirements.
• Own the end‑to‑end lifecycle of commercial sales programmes from design to post‑programme evaluation, ensuring budget adherence.
• Develop, maintain, and publish commercial policy documentation, sales guidelines, and governance tools for regional sales teams.
• Monitor policy compliance, identify violations, and coordinate corrective actions with Finance, Legal, and Regional Sales.
• Track and report on incentive ROI, budget utilisation, and programme performance.

Required profile

Required skills