Commercial Management in Aviation Diploma

5 courses to be completed in 3 years

ATA’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

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.

Recommended level

• Entry-level
• Intermediate

This diploma is recommended for:

• 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

How to register

• This diploma program consists of 3 required courses and 2 elective courses of your choice, all of which must be completed within 3 years.
• To begin working toward your diploma, go to each required and elective course page and register individually. You must complete all selected courses to be eligible for the diploma.
• Virtual classroom courses (when available for a specific course) are also recognized and accepted toward the completion of this diploma.

How to obtain your diploma

As you complete each course, it will be added to your training history found under My Training << Learn status << Completed. Once all the necessary courses are successfully completed, your diploma will be awarded and made available for download from your training profile.