Manager Commercial Enablement & Capabilities

About the role

The Manager Commercial Enablement & Capabilities will design and drive the go‑to‑market execution capability of Qatar Airways' commercial sales organisation. This role ensures every sales team across all markets is equipped with the right methodology, tools, training and playbooks to deliver consistent, high‑performance results at the lowest possible cost.

Key responsibilities

• Define and own Qatar Airways' sales methodology framework, establishing a structured approach to customer engagement, account management and opportunity conversion.
• Develop and maintain a comprehensive library of sales playbooks covering agency negotiations, NDC adoption, corporate account management and incentive programme pitches.
• Identify capability gaps through data analysis, field feedback and benchmarking, and translate findings into targeted enablement programmes with measurable outcomes.
• Partner with HR and the Commercial Academy to design structured sales training curricula aligned to commercial priorities and role grades.
• Champion adoption of sales tools and technology, working with the Commercial Systems & Tools team to embed platforms into daily workflows.
• Collaborate with B2B Marketing & Trade Engagement to ensure enablement materials and communications are consistent and compelling.
• Design, develop and continuously update sales playbooks, training materials and enablement toolkits for regional and HQ sales teams.
• Plan and coordinate delivery of sales training programmes, workshops and capability sessions across markets.

Required profile

• Proven experience in designing and implementing sales methodology frameworks and enablement programmes.
• Strong analytical skills to assess capability gaps and measure programme impact.
• Ability to work closely with cross‑functional teams including HR, Marketing, Systems & Tools and regional sales leaders.
• Excellent communication skills to create clear, actionable playbooks and training materials.
• Experience in the aviation or travel industry is a plus.

Required skills