Senior Manager Commercial Efficiency

General Information

Qatar-Doha

About the role

• Accountable for driving the operational leadership and continuous evolution of Qatar Airways' Commercial Efficiency function — ensuring that the commercial sales organisation operates with the speed, consistency, and control required to turn customer demand into profitable growth across all channels and markets. Provides expert insight, commercial stewardship, and deep organisational intelligence to shape the commercial efficiency direction set by the VP Distribution & Commercial Efficiency, and ensures this direction is translated into clear governance frameworks, scalable capability programmes, and effective systems and tools across the function.
• Leads the three pillars of Commercial Efficiency — Commercial Steering, Policies & Guidelines; Commercial Enablement & Capabilities; and Commercial Systems & Tools — ensuring each pillar is purposefully managed, clearly accountable, and delivering measurable value to the broader commercial organisation. Owns the commercial governance architecture, sales methodology and enablement framework, and the technology roadmap that underpins how Qatar Airways' commercial teams go to market — and ensures that policies, processes, and platforms enable consistent, modern, and high-performing commercial operations across all regions and segments. **Key Accountabilities include:**
• Develop and lead the Commercial Efficiency strategy across all three pillars — Commercial Steering, Policies & Guidelines; Commercial Enablement & Capabilities; and Commercial Systems & Tools — ensuring alignment with Qatar Airways' Commercial Strategic Priorities and the VP's long-term transformation roadmap for the Distribution & Commercial Efficiency function.
• Shape and own the commercial governance architecture — defining how Qatar Airways sells, including the incentive philosophy, policy hierarchy, programme structures, and sales guidelines that govern commercial activity across all channels, segments, and markets — and ensuring these frameworks are enforced consistently and evolve in line with business needs.
• Lead the development of Qatar Airways' sales methodology and commercial enablement framework — ensuring that all sales teams across business travel, leisure, distribution, and trade segments are equipped with the right tools, playbooks, and capability programmes to perform consistently and at the highest level.
• Own and drive the commercial systems and tools roadmap — establishing a prioritised, business-value-driven pipeline of enhancements across Galaxy, Salesforce.com, the Trade Portal, and other platforms that support the commercial organisation — and ensuring technology investment is aligned to measurable commercial outcomes.
• Represent Qatar Airways' commercial efficiency interests in strategic and cross-functional engagements with International Sales, Leisure & Business Travel, Doha Sales, Revenue Management, Finance, IT, and other internal stakeholders — providing expert commercial perspective and ensuring Commercial Efficiency priorities are understood, supported, and delivered across the organisation.
• Provide insight-driven recommendations to the VP Distribution & Commercial Efficiency — using performance data, field feedback, policy compliance metrics, and systems analytics to inform strategic decisions and identify opportunities to improve the commercial organisation's effectiveness, cost efficiency, and revenue productivity.
• Define and oversee the incentive and commercial programme framework — including but not limited to PLBs, upfront and backend commissions, joint dealing guidelines, CTK and FAM policies, and agency definitions — ensuring all programmes are financially sound, strategically aligned, and delivering measurable return on investment.
• Drive cross-functional alignment with Digital, Revenue Management, Finance, HR, and Commercial Marketing to ensure the seamless delivery of commercial efficiency capabilities, sales enablement initiatives, and trade engagement programmes across the organisation.
• 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.

Qualifications Summary

• Bachelor’s degree in Business Administration, Finance, Marketing, Economics, or a related discipline (Master’s degree or MBA preferred).
• 10+ years of progressive experience in commercial, sales operations, strategy, or revenue management roles within aviation, travel, or a complex global organisation.
• Proven leadership experience managing cross-functional teams and delivering large-scale commercial transformation initiatives.
• Strong understanding of commercial governance, incentive structures, sales methodologies, and distribution models within a multi-market environment.
• Demonstrated experience working with CRM systems (e.g., Salesforce), commercial platforms, and digital tools to drive performance and efficiency.
• Advanced analytical capabilities with the ability to interpret complex data sets and translate insights into strategic recommendations.
• Excellent stakeholder management, communication, and influencing skills at senior leadership level.
• Strong financial and commercial acumen with a track record of driving revenue growth and cost optimisation.

Key Requirements of a Successful Candidate

• **Strategic Leadership:** Ability to define and execute a clear Commercial Efficiency strategy aligned with broader organisational goals and transformation agendas.
• **Commercial Governance Expertise:** Deep knowledge of sales governance frameworks, policies, incentive models, and programme structures, with the ability to ensure consistency and compliance across markets.
• **Operational Excellence:** Proven capability to streamline processes, enhance efficiency, and embed scalable frameworks that improve sales productivity and performance.
• **Data-Driven Decision Making:** Strong analytical mindset with the ability to leverage performance metrics, systems data, and market insights to guide strategic decisions.
• **Technology & Systems Orientation:** Experience driving commercial technology roadmaps and leveraging systems (e.g., CRM, sales platforms) to enable smarter, faster commercial operations.
• **Cross-Functional Influence:** Ability to build strong partnerships across sales, revenue management, finance, IT, HR, and marketing to align priorities and deliver integrated solutions.
• **Change Management & Transformation:** Demonstrated success in leading organisational change, embedding new ways of working, and driving adoption of new frameworks and tools.
• **Commercial Acumen:** Strong understanding of revenue drivers, cost structures, and ROI, with the ability to design programmes that deliver measurable business value.
• **Leadership & Talent Development:** Ability to lead, motivate, and develop high-performing teams, fostering a culture of accountability, collaboration, and continuous improvement.
• **Global Mindset:** Experience operating in a multinational environment with sensitivity to regional market dynamics and cultural differences.

About Qatar Airways Group