Summary

KAGA FEI America, Inc. (KFAI) is seeking an experienced, results-driven strategic business development manager to lead sales and develop new business efforts mainly in North America. This role involves individual contributors with a broad strategic vision who directly impact the company’s growth trajectory in both short- and long-term business expansion. This position is in the Chicago, Illinois area.

The ideal candidate is expected to have deep knowledge of the North American electromechanical components market, established networks in the target industry segment, and the ability to build and manage agent/sales agency channels. With particular emphasis on High voltage DC/AC relay applications and the renewable energy sector, you will be responsible for driving both growth for existing customers and entry into new markets to build long-term relationships.

Responsibilities

1. Sales Strategy and New Business Development

• Formulate and execute a comprehensive North American sales strategy aligned with the growth goals of KFAI and electromechanical relay supplier FCL Components America Inc. (FCAI) /FCL Components Ltd (FCL).
• Identify the target market, applications, and customer segments for relay products and determine their priorities. In particular, the focus is on business opportunities in DC and AC high-voltage relays.
• Lead the entire sales cycle in new customer acquisition (identifying prospects, verifying technical qualifications, proposals, negotiations, and contract signing).
• Track competitive conditions, market trends, and emerging technologies, and provide strategic recommendations to management.
• FCL will be established as the preferred supplier in the industrial automation, distribution, and clean energy markets.

2. Key Account Management

• Manage and expand relationships with existing strategic customers, including major industrial OEMs such as GE, Rockwell Automation, Honeywell, and Eaton, as well as similar tier 1 manufacturers.
• Develop an account plan with clear revenue targets and conduct regular business reviews with key stakeholders.
• Collaborate with engineering, procurement, quality, and management levels within the client organization to establish FCL as a long-term partner.
• Respond to requests for quotations (RFQs), support product certification processes, and coordinate technical support with the engineering team at headquarters.

3. Managing Manufacturer Agents and Sales Agent Channels

• Develop, implement, and manage a network of manufacturer agents (REPs) throughout North America.
• Set performance targets and conduct quarterly business reviews and performance evaluations with KFAI sales team and agents.
• In accordance with U.S. business practices, establish and negotiate agency contracts, sales agency agreements, and commission structures with existing KFAI sales team.
• To maximize channel effectiveness, provide product training, sales tools, and technical support to KFAI sales, agency and sales agent teams.
• Monitor channel inventory, forecast accuracy, and sales performance.

4. Market Information and Marketing

• Map the main applications of FCL relay products and identify key companies and decisionmakers in each segment.
• Develop targeted market entry plans for industries (vertical markets) such as renewable energy (solar, wind, hydro, geothermal) and industrial power applications.
• Representing FCL at exhibitions, industry conferences, and technical seminars.
• Provides expertise on customer feedback (VoC) to FCAI/FCL and reflects them in product roadmaps and application-specific development.
• Support the preparation of marketing materials, case studies, and technical materials as needed.

5. Standards, Compliance, and Industry Relations

• Utilize knowledge of UL standards to guide customers through product certification and approval processes.
• Maintain relationships with UL, relevant standardization bodies, and industry groups, and monitor regulatory trends.
• Ensure that all commercial activities comply with U.S. law, FCL corporate policies, and export control regulations.

6. Reporting and Forecasting

• Maintain accurate deal pipelines and CRM records and report monthly sales forecasts to management.
• Report on KPIs (Sales vs. Targets, Pipeline Coverage Rate, Closing Rate, New Customer Acquisition, Sales Rep Performance).
• Prepare quarterly business reviews and annual territory plans for the Japan headquarters.

Qualifications

1. A bachelor’s degree in electrical engineering, electronic engineering, business administration, or a related field (equivalent practical experience also considered).
2. At least 4 years of B2B sales or business development experience in the electrical machinery or electronic components industry.
3. Proven track record in managing and developing a manufacturer agency (Rep) network across North America.
4. Solid practical knowledge of U.S. business practices (distributor agreements, commission structures, relationships between manufacturers and agents, etc.).
5. Deep understanding of UL and/or IEEE standards and the ability to engage in substantive dialogue with customers and industry stakeholders on certification and compliance matters.
6. Advanced knowledge of electrical and electronic components and their industrial applications.
7. Proven track record of building and maintaining client relationships at the executive level, as well as facilitating complex multi-party transactions.
8. Possess excellent writing skills, verbal communication skills, presentation abilities, and negotiation skills.
9. Proactive, entrepreneurial, and highly autonomous in carrying out tasks.
10. About 30~40% of domestic business trips are required, and you have the ability and motivation to accommodate them. Also occasionally travel to FCL (Japan).

Preferred Qualifications

1. Direct experience with relay products (electromechanical, solid-state, HVDC/AC, or high-voltage relays).
2. Established connections with major industrial OEMs (GE, Rockwell Automation, Honeywell, Eaton, Siemens, or equivalent Tier 1 manufacturers).
3. Experience in sales to renewable energy sectors (solar, wind, hydro, geothermal) or distribution infrastructure, or within the relevant field.
4. Experience working at manufacturers headquartered in Japan or Asia operating in North America, along with an understanding of intercultural business communication.
5. Familiarity with HVDC applications, EV charging infrastructure, or energy storage systems where high-reliability relays are essential.
6. Competitive information: Sales or marketing experience at Omron, Panasonic, IDEC, TE Connectivity, Sensata, or equivalent component manufacturers.
7. Japanese proficiency (conversational level or higher) is welcomed but not required.
8. Completion of MBA or equivalent graduate-level business education is welcomed but not required.