Job Description – Area Sales Manager (Chennai)

Position: Area Sales Manager (ASM)

Location: Chennai, Tamil Nadu

Department: Sales – General Trade (GT)

Reporting To: Regional Sales Manager – South

Company: Universal Corporation Limited

About the Company

Universal Corporation Limited is a fast-growing FMCG organization committed to delivering high-quality consumer products across India. We are expanding our footprint in the hygiene and personal care segment and are looking for a dynamic sales professional to strengthen our presence in the Chennai market.

Position Summary

The Area Sales Manager will be responsible for driving primary and secondary sales, expanding market share, managing distributor operations, and leading the sales team across the assigned territory. The ideal candidate should have a strong background in the baby diaper or hygiene products industry with proven experience in General Trade sales.

Key Responsibilities

Achieve monthly, quarterly, and annual sales targets for the assigned territory.
Develop and implement effective sales strategies to increase market penetration and business growth.
Manage distributors and ensure efficient stock availability and secondary sales execution.
Appoint new distributors and strengthen the distribution network in potential markets.
Build strong relationships with distributors, retailers, wholesalers, and key business partners.
Monitor primary and secondary sales and ensure achievement of business objectives.
Drive product visibility, merchandising, and in-store promotional activities.
Lead, coach, and motivate Sales Officers, Territory Sales Executives, and other field sales personnel.
Conduct regular market visits to monitor competition, pricing, product availability, and customer feedback.
Identify new business opportunities and recommend market expansion strategies.
Ensure timely collection of outstanding payments and maintain healthy receivables.
Prepare sales forecasts, territory plans, and management reports.
Coordinate with Supply Chain, Marketing, Finance, and Customer Service teams for smooth business operations.
Ensure compliance with company policies and sales processes.

Key Performance Indicators (KPIs)

Achievement of primary and secondary sales targets.
Distribution expansion and outlet coverage.
Market share growth.
Product availability and visibility.
Collection efficiency.
Distributor profitability and satisfaction.
Team productivity and performance.

Desired Candidate Profile

Graduate in any discipline; MBA in Marketing will be an added advantage.
6–10 years of sales experience in FMCG, with at least 2–3 years as an Area Sales Manager.
Candidates with experience in Baby Diapers, Baby Care, Adult Diapers, Sanitary Napkins, Tissue, or Hygiene Products will be preferred.
Strong understanding of General Trade distribution and channel management.
Proven track record of achieving sales targets and expanding distribution.
Excellent leadership, negotiation, communication, and analytical skills.
Proficient in Microsoft Excel, PowerPoint, and sales reporting tools.
Willingness to travel extensively within the assigned territory.

Preferred Industry

Baby Diapers
Hygiene Products
Personal Care
FMCG
Baby Care Products

Core Competencies

Sales & Business Development
Distributor Management
Team Leadership
Market Development
Negotiation Skills
Channel Sales
Key Account Management
Sales Planning & Forecasting
Relationship Management
Problem Solving & Decision Making

Area Sales Manager-Chennai