Commercial Management in Aviation

IATA’s Diploma for Commercial Management in Aviation is designed for operations and other non-commercial professionals in the aviation industry. It focuses on building awareness and skills for understanding how and why airlines make commercial decisions and how such decisions impact operational quality and performance of an airline. The primary objective is to understand the logic and fundamental principles of how airlines generate revenues and manage operating costs to create value. By completing this diploma program, graduates will have an opportunity to consider a career change to move to a commercial role within the air travel value chain.

Course code: DIPL-138

What you will learn

Upon completion of this diploma you will be able to:

• Discuss organizational structures and reporting lines within commercial departments of an airline and list key functions of each commercial team
• Explain the logic and fundamental principles of how airlines generate revenues and manage costs
• Relate the intricate interdependencies and cross-functional areas of cooperation and decision making between commercial and other departments of an airline
• Describe why new airline commercial initiatives require cross-functional project management with all airline departments

Key Topics

The key topics that are covered in this diploma include:

• Air transport industry economics
• Airline business foundations and core functions and objectives
• Key performance indicators and airline industry best commercial practices
• Impact of operational design and performance on commercial and financial performance
• Areas of cross-functional decision-making and cooperation within an airline and the importance of cross-functional collaboration
• Key commercial considerations (competition, suppliers, brand, customer proposition, business strategy, sales and distribution, business development and customer engagement.

Prerequisites

The recommended level of language proficiency is ICAO Operational Level 4 for courses in English or the equivalent level for other languages.

Recommended level

• Entry-level
• Intermediate

Who should attend

• Airline pilots and flight operations management specialists and supervisors
• Cabin crew and professionals in airline customer service training and design
• Engineers, MRO managers, short- and long-term tech services planning staff
• Operations managers (Ground Ops, Operations control, Safety, Compliance)
• Beginners or experienced professionals interested in airline’s commercial roles

Registration

A passing mark of 70% is required on all assignments and exams. A special distinction is awarded to candidates who obtain a distinction in all, or all but one, of all course exams and assignments that make up this Diploma.

How to obtain your diploma

1. Complete all the required courses and your choice of elective courses within 3 years.
2. Please contact us on our Customer Portal to request your diploma, stating the title of the diploma you are applying for and the list of courses you completed for that diploma.
3. IATA Training will issue your diploma upon verification of your eligibility.

To receive the diploma candidates must complete

• 3 Required courses
• 2 Elective courses