Airline Commercial Management for Operations Professionals

4-day (32 hours) classroom course

The Airline Commercial Management for Operations Professionals course offered by IATA is tailored to meet the needs of individuals working in airline operations and those who are new to the aviation industry and wish to understand how commercial decisions affect airline operations and vice versa. The course provides you with a comprehensive overview of airline commercial operations, including major commercial decisions and functions. It emphasizes the importance of teamwork, coordination, and communication in ensuring the efficient, effective, and compliant execution of airline schedules and customer services.

Course Code: ALC035VEEN01

Course format

• This classroom course provides 4 day (32 hours) of instruction delivered by an official IATA Instructor.


• Take this course at an IATA Training Center, Regional Training Partner, or on-demand as in-house training.


• Student performance will be based on an assessment.

Prerequisites

• Completion of IATA Managing Airline Scheduling Challenges course is highly advised before registering for this course.
• Recommended level is Entry-level.


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

How to register

• When you click the Register button, you will be directed to log in to your Training Account.
• Register early and save up to 25% at our Training Centers! Please read the Terms and Conditions for the early bird discount.

In-house training

To arrange in-house training for your company, please complete the in-house training request form or contact the Training Specialist in your region.

Upon completing this course, you will be able to:

• Describe the typical airline organizational structure, identify key commercial functions and explain how and why they work closely with Ops teams
• Explain the logic of how airlines generate revenues and manage operating costs and identify how operational design and performance directly affects commercial and financial results of an airline
• Recognize the effect of fleet selection, schedule efficiency and crew utilization on airline profit and describe how 3rd party suppliers are contracted in outstations and the cost implications for airlines
• Describe how airline commercial decisions are made and why they require cross-functional project management with all departments

The key topics that are covered during this course include:

• Airline commercial management principles
• Impact of fleet and network on profitability
• Supplier relations from commercial perspective
• Operational cost management and efficiency
• Impact of new technologies on airline product
• Cross-functional initiatives and coordination

Activities

• Self-study material
• Exercises, case studies
• Assessment

This course is recommended for:

• Flight and cabin operations professionals
• Engineers, MRO and tech services managers
• Ops managers (GO, OCC, Safety, Compliance)
• New and aspiring aviation industry entrants

An IATA Certificate of Completion is awarded to participants obtaining a grade of 70% or higher on an assessment. A special distinction is awarded to participants obtaining a grade of 90% or higher.