Key Account Manager
Resume:
Key Account Manager, Business Development,
Customer Success, Project Team Leader
Karen Cate
Tampa, FL 33616, USA
***********@*****.*** • 910-***-**** • https://www.linkedin.com/in/karencate
Professional Summary
I am a dynamic and results-driven leader with over 25 years of pharmaceutical sales expertise. I have consistently driven significant growth through strategic customer engagement and innovative sales approaches. My proven ability to boost revenue streams and expand market penetration is complemented by my talent for building and nurturing authentic, robust relationships with key stakeholders. I excel in clear communication and strategic planning across diverse portfolios, collaborating effectively with cross-functional teams to identify and capitalize on new opportunities that align with organizational objectives. By analyzing data and market trends, I develop and execute strategic business plans that deliver measurable results.
My extensive experience leading and mentoring cross-functional teams ensures operational excellence. Committed to leveraging agile, critical thinking, and adaptability, I navigate complex landscapes to produce exceptional outcomes. Passionate about harnessing data and cutting-edge technology, I communicate insights and craft tailored solutions that meet client needs while building long-term partnerships. With outstanding presentation and facilitation skills, virtually and in person, I manage multiple products, teams, and accounts with efficiency and confidence.
Professional Experience
Boehringer Ingelheim
Key Account Manager January 2021 — February 2025
Florida, South Carolina, North Carolina
Key Account Manager driving growth and strategic team engagement with national and regional IDNs (AdventHealth, BayCare, Lee Health, Baptist of NE Florida, Atrium/Advocate, Prisma, Wake Forest).
Successfully led and implemented the adoption of the 1st National Formulary Win for Jardiance at Boehringer Ingelheim with AdventHealth, for CHF Nationally.
Acted as the primary liaison for strategic customers, coordinating with support teams to drive portfolio business growth and product adoption to formulary, integration in Care Management Process, and ‘EHR’ (Epic, Cerner) implementation to affect all system levels.
Developed Strategic Customer Business Plans, keeping them updated to reflect the evolving needs of key accounts and key stakeholders. SAP, Veeva, Salesforce CRM.
Determined structured prioritization efforts across the portfolio, ensuring limited resources are allocated to the highest-impact opportunities to prevent execution breakdowns by proactively flagging gaps and designing contingency plans.
Identified and secured new business opportunities with assigned IDNs through tailored creative selling strategies focusing on C Suite and VP-level customers.
Introduced a novel CX dashboard built with PowerBI to drive transparency, visibility, and communication around customer-focused strategies for all levels of account/portfolio/geographic contributors. The Health System national KAM team adopted the dashboard.
Ensured high customer satisfaction by effectively mobilizing organizational resources and leading regular account team meetings for alignment, including cross-functional contributors, marketing, and health system management.
Monitor the market landscape to translate implications and changes into strategic adjustments to minimize revenue and access risk.
Coached and mentored team members, enhancing the performance of the strategic account team. Served as a Certified Field Trainer.
Experience working in matrix management with project management, coordination, and people management in a team environment.
Executed numerous successful product launches and pilots across diverse markets, including ultra-rare disease, rare disease, biologics, infused products, injectables, and devices, engaging specialty pharmacy, HUB services, GPOs, and PBMs.
Experience with Payor, Managed Care, Medicare, Medicaid, GPOs, Pricing, Contracting, PBMs, and HUB services in a matrix structure (for ultra-rare disease and rare disease).
Ranked in the top 1/3 of the national health systems' sales force each year, generating over $32 million in annual revenue.
Therapeutic Areas of Experience
Dermatology, Cardiology, Rheumatology, Gastroenterology, Endocrinology, Immunology, Pulmonology, Neurology, Oncology, Urology, Psychiatry, Nephrology, Geriatrics, Pharmacy, Specialty Pharmacy, Infusion Centers
Boehringer Ingelheim
Territory Business Specialist March 2004 — January 2021
Tampa, FL
Developed and implemented strategic plans to maximize net sales for promoted products across targeted healthcare providers and hospitals, resulting in above-expectation sales growth and market penetration.
Cultivated trusting relationships with healthcare professionals to advocate for promoted products through effective communication and education.
Analyzed market trends and customer needs to drive business decisions, prioritization, and optimize resource allocation, ensuring alignment with sales and organizational objectives.
Engaged in comprehensive discussions regarding payer environments, formulary access, and coordinated efforts with Managed Care Area Managers.
Performance tracking and quarterly business review development.
Launch Readiness and successful product launches in varying therapeutic verticals.
Worked with VA and Federal Accounts across the entire product portfolio.
Identified and nurtured thought leaders and advocates to enhance product support and executed speaker programs, and peer-to-peer discussions to engage key stakeholders.
Top 1/3 of the national sales force each year, with numerous commendations for exceeding sales growth, customer retention, and portfolio performance.
Promoted ahead of peers to Key Account Manager Role in 2021.
Eisai
Territory Sales Representative May 2003 — February 2004
Spartanburg, SC
Grew brand loyalty and advocacy among customers through impactful clinical product and portfolio strategies.
Drove product success via relationship building with key stakeholders, including thought leaders and advocates across diverse customer segments, ensuring resources for patient and caregiver support were consistently available and providers were educated.
Optimized business planning by conducting comprehensive market analysis, utilizing qualitative and quantitative data to refine targeting, prioritization, and resource allocation.
Spearheaded initiatives that increased market penetration and revenue growth by leveraging insights from customer feedback and market trends.
Abbott
Territory Sales Representative April 2001 — December 2002
Fayetteville, NC
Developed and maintained strong relationships with customers, KOLs, and intermediaries to facilitate brand adoption and utilization, focusing on patient care.
Conducted detailed market analyses to identify new business opportunities in Primary Care and Internal Medicine practices, aligning with organizational goals and brand strategies.
Education
BS - Business Administration
Presbyterian College, Clinton, SC, USA August 1992 — May 1996
Courses and Certifications
SCRUM Fundamentals Certified – SCRUMstudy – Certificate ID #1098154 – August 2025
Agile & Design Thinking - zero 360 degrees - June 2023 — July 2023
Leadership & Vulnerability - Boehringer Ingelheim US Training
Decision Making Effectiveness - Boehringer Ingelheim US Training
Business Acumen - Boehringer Ingelheim US Training
Coaching & Influencing Up - Boehringer Ingelheim US Training
Customer Focus - Boehringer Ingelheim US Training
Executive Presence - Boehringer Ingelheim US Training
Storytelling Value - Boehringer Ingelheim US Training
Adaptive Change - Boehringer Ingelheim US Training
Strategic Thinking - Boehringer Ingelheim US Training
Portfolio Management & Acumen - Boehringer Ingelheim US Training
Talent Management - Boehringer Ingelheim US Training
Strategic Account Management – Strategic Account Management Association
Awards and Honors
Presidents Club, Boehringer Ingelheim
2-Time Top Tier Winner; Gold, Silver, Bronze Winner
National Innovation Award, Boehringer Ingelheim
National Award for Innovation and Creativity aligned to Customer Solutions and Success
Top Leadership Recognition, Boehringer Ingelheim
National, Regional, District Level Multiple Award Recipient
Select National Member Committee New Technology Strategies, Boehringer Ingelheim
Exploration of new technology for data analysis, communication transparency, process improvement, and efficient account management across multiple states and IDNs, where cross-functional communication and collaboration enhanced strategy, actions, and outcomes.
Health Systems Quality Steering Committee, Boehringer Ingelheim
Southeast Health Systems Team Representative
Focus on Managed Care, PBMs, IDNs, CMS, EHR/EMR, GPOs
Opportunity and Knowledge Management, Program Management and Improvement
Presentation and Process Improvement Select Committee, Boehringer Ingelheim
Focus on Process and Program Management for data integration, analysis, refinement, and improvement.
Skilled Customer Presentation - remote and face-to-face - CRM Project
CRM Improvement utilizing technology, National Team Instruction, and Implementation – Salesforce, Tableau, Veeva Vault, PowerBI
Department of the Army Commanders Award for Public Service, Tampa, MacDill AFB
Elite Award for Spouses of Army Service Members Honoring service to the Army and the families of the Army
U.S. Army Field Artillery Association Molly Pitcher Award, Fayetteville, Ft Bragg
Honoring Courage, Patience, and Support to the Military Community
Proficiencies
• Business Development
• Strategic Selling
• Sales Cycle Management
• Pipeline Development
• Key Account Growth
• Consultative Selling
• Territory Management
• Salesforce, Veeva, Veeva Vault, MS Office 365
• Forecasting
• Quota Achievement
• Contract Negotiation
• Stakeholder Engagement
• Cross-functional Collaboration
• Value Proposition
• Customer Success
• Client Retention
• Solution Selling
• B2B Sales
• Enterprise Accounts
• Relationship Management
• Channel Management
• KPI
• ROI
• Strategic Business Planning
• Quarterly Business Reviews
Contact this candidate