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

Farewell to the pricing manager: new ecosystem captains drive profits via pricing PurposeThis paper aims to discuss the changing role of the strategic account manager (SAM).Design/methodology/approachThis paper takes the form of an interview.FindingsSAMs, 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/valueThis interview discusses the current and future best practices of strategic account management. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Journal of Business Strategy Emerald Publishing

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

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Publisher
Emerald Publishing
Copyright
Copyright © Emerald Group Publishing Limited
ISSN
0275-6668
DOI
10.1108/JBS-04-2019-0066
Publisher site
See Article on Publisher Site

Abstract

PurposeThis paper aims to discuss the changing role of the strategic account manager (SAM).Design/methodology/approachThis paper takes the form of an interview.FindingsSAMs, 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/valueThis interview discusses the current and future best practices of strategic account management.

Journal

Journal of Business StrategyEmerald Publishing

Published: Jul 11, 2019

References