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Role & responsibilities

A. Gujarat Market Strategy & Account Planning

Develop and maintain a comprehensive Gujarat-specific growth plan covering:

Target sectors: Food Processing, Auto-components, Engineering & Fabrication, FMCG, Logistics

& Warehousing, Textiles & Apparel, Pharma & Life Sciences, Electronics, Plastics & Chemicals,

Green Industries.

Priority locations: Ahmedabad (Sanand, Changodar, Bavla, Naroda, Odhav), Rajkot, Surat,

Vadodara, Gandhidham, Vapi and other industrial clusters.

Key industrial estates and zones: GIDC estates, SEZs, private industrial parks.

Build and maintain target account lists for Gujarat with detailed mapping of:

Key decision-makers (CRE heads, SCM heads, COOs, Plant heads, Business Unit heads).

Company profiles (existing facilities, expansion/relocation plans, decision timelines).

Local SMEs and mid-market companies with growth potential.

Conduct competitive intelligence on industrial/logistics parks in Gujarat

B. B2B Marketing & Lead Generation (Gujarat Focus)

Campaigns & Content (Gujarat-specific)

Plan and execute Gujarat-focused B2B lead generation campaigns:

Email and LinkedIn outreach to Gujarat-based companies.

Tie-ups with Gujarat-specific industry portals and business directories.

Local newspapers, trade journal and hoardings in industrial areas

Drive creation of Gujarat-specific marketing collateral in coordination with corporate marketing:

sector-specific pitch decks, brochures, creatives etc.

Events & Visibility (Gujarat)

Identify and participate in Gujarat-based industry events, trade fairs and conclaves:

Vibrant Gujarat Summit, auto expos in Sanand, textile fairs in Surat, pharma/chemical conferences.

Local chamber of commerce events, GIDC-organised delegations and industry roadshows.

Organise local marketing activities:

Sponsorships and speaking opportunities at Gujarat trade associations and industry forums.

Stalls at industrial areas

Lead Management (Gujarat)

Own MQL (Marketing Qualified Lead) definition, scoring and routing for Gujarat leads:

Track and score leads from local campaigns, events, GIDC referrals etc.

Implement lead nurture workflows using CRM/marketing automation tools.





Maintain Gujarat lead database hygiene and ensure timely follow-up cadence.

Generate monthly reports on:

Gujarat lead volume by source (campaigns, events, GIDC, brokers, referrals).

Cost per lead and cost per SQL for Gujarat market.

Sector-wise and location-wise lead distribution within Gujarat.

C. Business Development & Relationship Building (Gujarat Focus)

Account Development (Gujarat)

Convert MQLs into SQLs (Sales Qualified Leads) through qualification and nurturing:

Conduct qualification calls and discovery meetings (in Gujarati or English as appropriate).

Understand space requirement (area, configuration, timeline), budget and decision-making

process.

Record detailed information in CRM with clear handover notes.

Build and nurture direct relationships with Gujarat-based strategic accounts:

CRE heads, SCM leaders and CXOs of Gujarat-headquartered or Gujarat-operating companies.

Plant heads and business unit leaders of national companies with Gujarat facilities.

Conduct regular travel within Gujarat:

Meet prospects at their offices/facilities in Ahmedabad, Rajkot, Surat, Vadodara, Gandhidham,

Vapi, etc.

Participate in local industry forums, associations and networking events.

Ecosystem Management (Gujarat)

Build deep relationships with GIDC officials and state government agencies:

Gujarat Industrial Development Corporation (GIDC) offices across districts.

iNDEXTb (Gujarat's nodal agency for investment promotion).

District Industries Centres (DICs) and local industrial associations.

Collaborate with Gujarat chambers of commerce and industry associations:

Gujarat Chamber of Commerce and Industry (GCCI), Southern Gujarat Chamber of Commerce

(SGCCI).

Sector-specific associations: Gujarat Dyestuff Manufacturers Association, Gujarat Engineering

Association,



Gujarat Logistics Council, etc.

Explore joint initiatives, delegations and co-marketing opportunities.

D. Handover to Transactions Team

Define and maintain clear Sales Qualified Leads (SQL) criteria in collaboration with Head

Transactions.

For each Gujarat SQL handover:

Prepare a comprehensive account brief covering:

Company profile and requirement summary.

Stakeholder map and decision process.

Engagement history and key discussion points.

Commercial expectations and competitive context.

Introduce prospect to Transactions team via joint meeting/call where relevant.

Provide continuous feedback loop with Transactions team on:

Lead quality from different Gujarat sources.

Sector fit, conversion drivers and barriers specific to Gujarat market.

Refinements needed in Gujarat-focused messaging and positioning.

E. Analytics, Reporting & Continuous Improvement

Maintain Gujarat-specific dashboards and MIS:

Gujarat funnel: Leads MQLs SQLs Opportunities Closures.

Channel performance: Campaign ROI, event effectiveness etc

Sector and location-wise pipeline contribution within Gujarat.

Conduct monthly Gujarat market review with Business Head covering:

Key wins, losses and learnings from Gujarat market.

Top Gujarat opportunities in active pipeline.

Insights on Gujarat-specific trends, competitor moves and GIDC/policy developments.

Budget utilisation and next month's Gujarat priorities.

Preferred candidate profile:

Total experience: 6-10 years in B2B Business Development and/or Marketing roles, with:

Strong Business Development / Sales / Key Account Management experience.

Explicit exposure to lead generation / marketing activities (events, campaigns, partnerships).

Gujarat market experience highly preferred:

Prior work in Gujarat industrial/commercial real estate, industrial products, infrastructure, B2B

services.

OR significant BD/sales experience selling to Gujarat-based manufacturing, logistics, FMCG, auto,

pharma companies.

Geographic mobility: Comfort with 4050% travel within Gujarat (Ahmedabad, Rajkot, Surat, Vadodara, Gandhidham, Vapi and other industrial clusters).

Apply on Kit Job: kitjob.in/job/4pe4s2

📌 BD Manager - Industrial Park Sales (Gujarat)
🏢 Arvind
📍 Gujarat