Banner Health is proud of being a clinically integrated supply chain team, said Paul Oppat, Executive Director Supply Chain Services. “That means not only focusing on the cost of care, but also the culture of care. We are renewing our commitment to promoting a culture of safety and embracing high reliability principles.
“This year we are educating our team members on what it means to be a high reliability organization (HRO), and how they can align with those characteristics and behaviors in their supply chain role.”
National Account Executives working with Banner Health's clinically integrated supply chain need to understand several key aspects to effectively navigate their interactions and meet the organization's specific needs. Here are important areas they should focus on:
- Patient-Centered Approach: Banner Health’s supply chain is designed to prioritize patient care, which means national account executives must align their products and services with improving patient outcomes.
- Collaboration with Clinicians: The supply chain integrates clinical expertise and decision-making, national account executives must work closely with clinicians and emphasize the clinical value and efficacy of their products.
- Value-Based Purchasing: Banner Health emphasizes both cost-effectiveness and clinical efficacy. You must demonstrate how your products provide value, including improved patient outcomes at lower overall costs.
- Standardization: The organization likely seeks standardization of products to streamline operations and reduce variability, so national account executives should be prepared to offer competitive pricing and explain how their products fit into a standardized supply chain model.
- Performance Metrics: Banner Health uses data analytics to guide purchasing decisions. Sales reps should be prepared to provide data on the clinical performance and cost-efficiency of their products, along with evidence from clinical studies or trials.
- Long-Term Relationships: Banner Health values long-term strategic partnerships, so national account executives should approach their relationships with a mindset of collaboration rather than one-off sales.
