Commercial Governance Manager – Policies & Guidelines

About the role

The Commercial Governance Manager 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, sales guidelines and commercial policies.
• 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 such as Performance‑Linked Bonuses, upfront commissions, backend incentives, joint dealing arrangements and CTK guidelines.
• Maintain the agency definition and mapping framework, FAM guidelines and sales programme eligibility criteria, ensuring alignment with commercial objectives and legal/compliance requirements.
• Partner with senior distribution and commercial efficiency leaders to identify governance gaps, policy conflicts or structural inefficiencies and propose corrective actions.
• Own the end‑to‑end lifecycle of commercial sales programmes from design and approval through implementation, monitoring and post‑programme evaluation.
• Develop, maintain and publish all commercial policy documentation, sales guidelines and governance tools, ensuring they are current, accessible and usable by regional sales teams.
• Monitor policy compliance across markets and channels, identify violations and coordinate corrective actions with finance, legal and regional sales stakeholders.

Required profile

Required skills