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.

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

Hinterhuber, Andreas
;
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.
File in questo prodotto:
File Dimensione Formato  
SAMs as ecosystem captains JoBS_2019.pdf

non disponibili

Tipologia: Documento in Post-print
Licenza: Accesso chiuso-personale
Dimensione 393.5 kB
Formato Adobe PDF
393.5 kB Adobe PDF   Visualizza/Apri

I documenti in ARCA sono protetti da copyright e tutti i diritti sono riservati, salvo diversa indicazione.

Utilizza questo identificativo per citare o creare un link a questo documento: http://hdl.handle.net/10278/3715858
Citazioni
  • ???jsp.display-item.citation.pmc??? ND
  • Scopus 0
  • ???jsp.display-item.citation.isi??? ND
social impact