Karen Cate

I attribute my success to the dedication, resilience, and experience I have built throughout my 30-year career in pharmaceutical sales and account management. From my early experience in copier sales and marketing with organizations such as Embers Charcoal Company and Boehringer Ingelheim, I continuously challenged myself to grow and take on greater responsibilities. At Boehringer Ingelheim, I became the first employee to advance directly into a Key Account Manager position by skipping a job level, which reflected my commitment, performance, and ability to build strong relationships. Today, as a Rare Disease and Ultra-Rare Disease Business Manager at Kyowa Kirin, I draw on that experience to serve a large Florida territory, partnering with healthcare providers to help identify and support patients living with complex conditions such as X-linked hypophosphatemia and tumor-induced osteomalacia.

The best career advice I’ve ever received is that hard work always pays off. Throughout my 21-year career at Boehringer Ingelheim, I learned to embrace challenges, navigate obstacles, and pursue opportunities even when they required taking a non-traditional path. That mindset encouraged me to remain persistent, continue developing my skills, and seek opportunities aligned with my strengths and interests. Ultimately, my decision to focus on rare disease and ultra-rare disease opportunities within the pharmaceutical and biotechnology industries opened the door to my current career and has allowed me to make a meaningful impact in the lives of patients and the healthcare professionals who support them.

The best advice I would give to young women entering my industry is to never accept “no” as a final answer and always advocate for yourself. My own career journey taught me the value of persistence, especially when I faced rejection for positions within my own organization. Rather than allowing those setbacks to discourage me, I used them as motivation to keep learning, pursuing opportunities, and proving what I could accomplish. I also encourage women to seek work that is meaningful and rewarding. My current role in rare and ultra-rare disease has shown me how powerful that can be, from identifying potential patients with conditions such as X-linked hypophosphatemia and tumor-induced osteomalacia to educating providers and helping patients access life-changing treatments. It is challenging work, but the opportunity to make a meaningful difference is incredibly rewarding.

The biggest challenge and opportunity in my field right now is the transition from working with common conditions, such as COPD and diabetes, to specializing in rare and ultra-rare diseases. Unlike more prevalent conditions, rare diseases may affect only a small number of patients, which requires a much more targeted approach to identifying individuals who may benefit from treatment. While this can be challenging, it is also incredibly rewarding because the opportunity to connect the right patients with potentially life-changing therapies makes the work especially meaningful.

The values that are most important to me in both my work and personal life are perseverance, integrity, and a commitment to growth. My career journey has taught me to embrace challenges, take calculated risks, and remain confident in my abilities. At Boehringer Ingelheim, I had the opportunity to advance by skipping a job level and moving into a Key Account Manager role, where I managed strategic hospital accounts, including AdventHealth, and helped secure placement of a product on its national formulary. After 21 years with the company, I chose to pursue a new challenge in rare and ultra-rare diseases, bringing the same dedication and determination to my work at Kyowa Kirin. I value the opportunity to share my experiences, continue learning, and use my career to make a meaningful difference in the lives of others.