To read the full version of this content please select one of the options below:

Farewell to the pricing manager: new ecosystem captains drive profits via pricing

Andreas Hinterhuber (Department of Management, Universita Ca' Foscari, Venice, Italy)
Bernard Quancard (Strategic Account Management Association, Chicago, IL, USA)

Journal of Business Strategy

ISSN: 0275-6668

Article publication date: 17 June 2019

Issue publication date: 9 July 2019

Abstract

Purpose

This paper aims to discuss the changing role of the strategic account manager (SAM).

Design/methodology/approach

This paper takes the form of an interview.

Findings

SAMs, in the future, will be ecosystem captains capable of managing complex relationships and teams, of organizing data and of telling stories with analytics. SAMs in the future will be assessed along with a set of metrics that it is similar to metrics of how top management consultants are evaluated: activities, competencies, intermediary results, sales/margins and quantified business value.

Originality/value

This interview discusses the current and future best practices of strategic account management.

Keywords

Acknowledgements

This article is based on the forthcoming chapter: Hinterhuber, A. Quancard: “The Strategic Account Manager as Ecosystem Captain – Driving Profits Via Pricing” in Hinterhuber, A., Liozu, S. (editors) “Implementing pricing strategies,” Routledge, 2019. Copyright (c) 2019 Routledge. All rights reserved. Reprinted by permission.

Citation

Hinterhuber, A. and Quancard, B. (2019), "Farewell to the pricing manager: new ecosystem captains drive profits via pricing", Journal of Business Strategy, Vol. 40 No. 4, pp. 18-27. https://doi.org/10.1108/JBS-04-2019-0066

Publisher

:

Emerald Publishing Limited

Copyright © 2019, Emerald Publishing Limited