Regional Manager Commercial Operations – SEA & ISC

Company: Full Time Qatar Airways
  • Location: Doha, Qatar View on Map
  • Date Posted: January 24, 2023
  • Salary: Negotiable
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About the job

This role is based in Doha, Qatar supporting and providing advice to SVP on formation of short- and long-term strategies to maximize commercial operations in South East Asia and Indian Subcontinent. It also entails gathering market intelligence to understand/anticipate impact of competitor performance on performance and the review of Revenue forecast to ensure they are achievable.To ensure actions are taken by relevant stakeholders in HQ and field to improve the commercial performance of the points of sale and the routes in the region.

Key Accountabilities

  • Balanced Scorecard- Ensure resources at market level are aligned to support the required commercial objectives and channel shift objectives such as more corporate TMC mix or more direct sales while balancing OTA.
  • Global Sales – facilitate and guide the central streams of corporate, Leisure, VFR, Student, Marine to identify and assign tasks to relevant market level stakeholders to support the global teams objectives.
  • Digital & Marketing – Ensure Digital and marketing teams are delivering activities to meet the central targets and that local distribution strategy is balanced to ensure all channels can grow without placing at a competitive disadvantage.
  • Work with PRM to agree on public tariff benchmark principles of pricing vis-à-vis other competitors across all markets, where there is misalignment work with stakeholders to get agreement.
  • Sales Pipeline- ensure all sales teams are actively working on sales pipeline to develop new customer segments and opportunities.
  • NDC- Work with distribution team to grow proportion of overall traffic in station booked via NDC to reduce distribution costs, consider segment opportunities such as VFR and other provate channels via NDC rather than GDS distribution.
  • PLB- Agree with Global sales on budget requirements for region. Liaise with stations on required budget and implementation of PLB to agent groups.
  • Offline/GSA – Close collaboration with Offline Sales Managers on development of offline POS. Evaluating of GSA requirements and potential for moving from offline to online destination.
  • Work with VP in budgeting process to ensure that relevant yield and volume targets are allocated for region and by country.
  • Work closely with Country Managers and work with the VP and frontline sales team to facilitate discussions and negotiations with HQ stakeholder.
  • Accountable for key projects as directed by SVP.


  • Bachelor’s Degree or Equivalent with Minimum 8 years of job-related experience
  • Aviation Management, Travel & Tourism, Business Administration or any other field with substantial quantitate exposure
  • Previous experience as Country Manager, Sales Manager, Revenue Management with an airline.
  • Experience in Commercial Management role within Airline Industry.
  • Understanding of Revenue Management.
  • Expertise in Airline Competitive Benchmarking.
  • Collaborate across different silos of stakeholders
  • Command of English language
  • Airline related metrics and business requirements.
  • Experience and understanding of South East Asia and Indian subcontinent.

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