Manager Commercial Steering, Policies & Guidelines

About the Role

Strategic Accountabilities

• Translate Chief Commercial Officer direction into governance frameworks, sales guidelines, and commercial policies across markets and channels.
• Define incentive philosophy, programme eligibility, approval thresholds, channel mapping, and policy hierarchy.
• Design performance-linked bonuses, commissions, joint dealing arrangements, and CTK guidelines for measurable value and ROI.
• Maintain agency mapping, FAM guidelines, and programme eligibility criteria.
• Identify governance gaps and align policies across headquarters and regional markets.

Operational Accountabilities

• Manage sales programme lifecycles from design and approval through implementation, monitoring, and evaluation.
• Publish current commercial policy documentation, sales guidelines, incentive frameworks, templates, and governance tools.
• Monitor compliance, coordinate corrective action, and resolve policy queries from regional sales teams.
• Track incentive ROI, budget utilization, programme performance, and management reporting.
• Coordinate budget planning, accruals, reconciliation, exception escalation, field feedback, and continuous improvement.

Qualifications Summary

• Bachelor’s degree in Business Administration, Finance, Economics, or a related field.
• 8–10 or more years in commercial strategy, sales operations, pricing, incentives, or governance roles in a large, complex organization.
• Strong knowledge of sales frameworks, incentive design, distribution or channel management, and commercial programme governance.
• Financial and analytical capability covering budgets, cost of sales, ROI, performance analysis, and actionable recommendations.
• Experience working with Sales, Finance, Legal, and Strategy stakeholders.
• Strong communication, stakeholder management, influencing, and multi-market operating skills.
• MBA or relevant postgraduate qualification is preferred; aviation or travel experience is also preferred.

Key Requirements of a Successful Candidate

• Deep commercial governance expertise across sales policies, incentive structures, and compliance frameworks.
• Ability to translate strategic priorities into actionable policies, frameworks, and sales programme designs.
• Proven end-to-end programme design and lifecycle management with ROI alignment.
• Ability to develop, maintain, and enforce practical, scalable policies and guidelines.
• Strong judgment for resolving ambiguities, managing escalations, and balancing flexibility with governance.
• Ability to improve adoption, usability, and commercial impact across global and local teams.

About Qatar Airways Group