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