Manager Commercial Enablement & Capabilities

General Information

Qatar-Doha

About the role

Strategic

• Define and own Qatar Airways' sales methodology framework — establishing a structured, consistent approach to how the commercial sales organisation engages customers, manages accounts, and converts opportunities across all segments and channels.
• Develop and maintain a comprehensive library of sales playbooks, covering key commercial scenarios including agency negotiations, NDC adoption conversations, corporate account management, and incentive programme pitches — ensuring field teams have practical, ready-to-use tools that reflect current strategy.
• Identify and assess capability gaps across the international sales & Doha sales organisations through data analysis, field feedback, and performance benchmarking — translating findings into targeted enablement programmes with measurable outcomes.
• Partner with HR and the Commercial Academy to design and embed structured sales training curricula, ensuring learning pathways are aligned to commercial priorities, graded by role, and deliver measurable uplift in sales performance.
• Champion the adoption of sales tools and technology across the organisation — working with the Commercial Systems & Tools team to ensure platforms are fit for purpose, embedded in daily workflows, and actively leveraged by sales teams to drive productivity.
• Collaborate with B2B Marketing & Trade Engagement to ensure that sales enablement materials, partner-facing content, and commercial communications are consistent, compelling, and aligned to the go-to-market strategy.
• Operational
• Design, develop, and continuously update sales playbooks, training materials, and enablement toolkits — ensuring content is accurate, market-relevant, and operationally usable by regional and HQ sales teams without requiring additional interpretation.
• Plan and coordinate the delivery of sales training programmes, workshops, and capability sessions across markets — working with Regional Sales leads and HR to schedule, resource, and measure the effectiveness of all learning interventions.
• Track and report on key sales enablement KPIs including but not limited to conversion rate of deals, revenue per sales FTE, NPS/CSAT scores, and CRM tool utilisation rates — providing regular performance insights to the Senior Manager Commercial Efficiency.
• Manage the quality and relevance of all sales enablement content, conducting regular reviews and gathering structured field feedback to ensure playbooks and tools remain current, practical, and aligned to evolving commercial priorities.
• Coordinate with the Commercial Systems & Tools team to assess system usability, identify friction points in sales workflows, and drive improvements that increase adoption and reduce time-to-value for frontline sales teams.
• Support the onboarding of new commercial sales staff by developing structured induction programmes that accelerate time-to-productivity and embed the Qatar Airways sales methodology from day one.
• Monitor industry best practices and competitor capability models, bringing relevant insights and recommendations to the Senior Manager Commercial Efficiency to inform the ongoing evolution of QR's commercial enablement approach.
• Be part of an extraordinary story
• Your skills.
• Your imagination.
• Your ambition.
• Here, there are no boundaries to your potential and the impact you can make.
• You’ll find infinite opportunities to grow and work on the biggest, most rewarding challenges that will build your skills and experience.
• You have the chance to be a part of our future and build the life you want while being part of an international community.
• Our best is here and still to come.
• To us, impossible is only a challenge.
• Join us as we dare to achieve what’s never been done before.
• Together, everything is possible.

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• Bachelor’s degree in Business Administration, Marketing, Commercial Strategy, or a related field (MBA or postgraduate qualification preferred).
• 8–10+ years of experience in sales enablement, commercial operations, go-to-market strategy, or sales effectiveness within a large, complex organisation (aviation, travel, or B2B environment preferred).
• Proven experience designing and implementing sales methodologies, playbooks, and capability frameworks that drive measurable commercial outcomes.
• Strong understanding of sales processes, customer engagement models, account management, and channel strategies across multiple markets.
• Experience working with CRM platforms (e.g., Salesforce) and sales enablement tools, with the ability to drive adoption and optimise usage.
• Demonstrated ability to design and deliver training programmes in partnership with HR or learning functions.
• Strong analytical and performance management skills, with experience tracking KPIs such as conversion rates, revenue productivity, and customer satisfaction.
• Excellent stakeholder management and communication skills, with the ability to influence cross-functional teams including Sales, Marketing, HR, and Technology.

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• **Sales Enablement Expertise:** Deep knowledge of sales methodologies, playbook development, and capability frameworks, with the ability to standardise and elevate sales execution across markets.
• **Strategic Translation Capability:** Ability to translate commercial strategy into structured, actionable sales programmes, tools, and training initiatives that drive measurable performance improvement.
• **Capability Development & Training:** Proven experience in identifying capability gaps and designing targeted enablement programmes, including structured learning pathways and onboarding frameworks.
• **Data-Driven Performance Management:** Strong analytical orientation with the ability to track, interpret, and act on key metrics such as conversion rates, revenue per FTE, CRM utilisation, and customer satisfaction scores.
• **Technology & Tools Adoption:** Ability to drive effective use of CRM and sales platforms by embedding them into daily workflows and improving usability in partnership with system teams.
• **Content & Playbook Development:** Expertise in creating practical, high-impact sales playbooks, toolkits, and materials that are easy to adopt and aligned to evolving commercial priorities.
• **Cross-Functional Collaboration:** Strong ability to work across Sales, B2B Marketing, HR, and Systems teams to ensure alignment and consistency in go-to-market execution.
• **Operational Excellence:** Ability to ensure consistent delivery of training, tools, and programmes across regions, maintaining quality, relevance, and scalability.
• **Continuous Improvement Mindset:** Proactively monitors feedback, industry trends, and competitor practices to continuously enhance sales capability and effectiveness.
• **Influence & Communication:** Strong interpersonal skills with the ability to engage and influence stakeholders at all levels, ensuring adoption of methodologies and tools.

About Qatar Airways Group