Job Description

Sales Manager

Location: Kansas City, Ks

Department: AIM Sales

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About the Advertising & Innovative Marketing (AIM) Ad Group

The AIM Ad Group serves ~1300 of AWG’s member stores as the strategic conduit between AWG teams and vendor partners, driving collaborative planning and execution of growth‑focused promotions and omnichannel marketing programs. Grounded in strong Category Management strategies, AIM develops and delivers impactful marketing initiatives designed to enhance sales, strengthen vendor partnerships, and elevate the shopper experience across AWG’s diverse retail network. Our mission is to provide our member‑retailers the most competitive cost of goods, tools, and support to thrive in the communities in which they serve.

Based in AWG’s Kansas City Support Center, the AIM Ad Planning Manager is responsible for driving value and delivering competitive advertising programs for AWG and our Advertising & Innovative Marketing (AIM) member retailers. This role collaborates with vendors and internal AWG teams to secure the most competitive product costs, promotional investments, TPRs, and EDLC opportunities that will be featured in AWG’s weekly print and digital advertising.

A core responsibility of this position is to lead the selection and planning of items included in the base weekly ad for all divisions, ensuring strategic alignment, category balance, vendor support, and strong value for AWG’s members. This leader oversees and coordinates the end to end ad planning process, working closely with Category Management, Merchandising, Marketing, and division teams.

The AIM Ad Planning Manager will also facilitate internal ad program support, planning workflows, vendor coordination, and execution tasks. This individual must be a strong communicator who can lead vendor negotiations, present confidently to groups, and represent AWG professionally in high level meetings. Travel may be required for industry events, AWG food shows, division visits, and vendor partner meetings.

Key Responsibilities

Ad Planning & Promotional Strategy

• Lead and oversee the weekly base ad planning process for all divisions, selecting core items that drive value, margin, and member competitiveness.
• Negotiate with vendors to secure promotional funding, TPRs, EDLCs, and ad specific discounts to support print and digital advertising.
• Ensure ad mixes align with category strategies, seasonal needs, consumer trends, and member expectations.
• Partner with internal teams to ensure timely item setup, price accuracy, and execution readiness.

Vendor Collaboration & Negotiation

• Build strong relationships with vendor partners to support long term promotional planning.
• Drive collaborative conversations to secure competitive trade support for ad programs.
• Represent AIM in top to top vendor meetings focused on ad planning, investment growth, and strategic alignment.

Team Leadership

• Establish clear sales goals, workflow expectations, and performance measures.
• Foster a culture of collaboration, accountability, and continuous improvement.
• May be responsible for leading/managing teammate’s within the AIM department either directly or indirectly.

Cross-Functional Collaboration

• Work closely with Category Management, Procurement, Merchandising, Retail Marketing, and division teams to ensure ad plans are executable and aligned with business needs.
• Serve as a key point of contact for divisions regarding weekly ad content, operational execution, and performance insights.
• Provide analysis on item performance, vendor funding trends, and member needs.

Industry & Event Representation

• Attend and represent AWG at industry conferences, AWG food shows, and division meetings.
• Deliver presentations to internal teams, member retailers, and external vendor partners.
• Communicate AIM strategies and promotional opportunities with professional presence and confidence.

Qualifications

Required

• Bachelor’s degree in Business, Marketing, Merchandising, Sales, or related field—or equivalent experience.
• 3+ years of experience in ad planning, category management, vendor relations, promotions, or CPG/retail/wholesale merchandising.
• Demonstrated success negotiating with CPG manufacturers or retail/wholesale partners.
• Strong communication and presentation skills with the ability to influence across levels.
• Ability to travel (15-20%).

Preferred

• Experience in wholesale grocery, retail grocery, or cooperative business environments.
• Strong knowledge of promotional planning, TPR/EDLC structures, and vendor trade programs.
• Familiarity with syndicated data, category management tools, and retail pricing systems.

Physical Requirements

• Perform bending, squatting, sitting, and reaching from floor to waist level.
• Ability to move throughout various buildings, visit retail sites, and handle materials.
• Must be able to lift 25 pounds and sit in a vehicle for long periods.
• Must be able to drive during daytime and nighttime hours.

Working Environment

• Standard office environment.
• Ability to work nontraditional hours as needed.
• This position is primarily on‑site, with the opportunity for occasional or hybrid work‑from‑home flexibility based on business needs.

Core Job Competencies

• Ad Planning & Promotional Strategy – Designs effective, value‑driven advertising programs.
• Strategic Negotiation – Secures strong vendor support and competitive product costs.
• Leadership & People Development – Builds high‑performing teams.
• Vendor Relationship Management – Strengthens partnerships for mutual growth.
• Analytical Thinking – Leverages data to optimize ad decisions and promotional outcomes.
• Communication & Presentation – Clear, confident, and effective in all settings.
• Professional Presence – Represents AWG and AIM with credibility and poise.
• Adaptability & Problem‑Solving – Navigates fast‑moving promotional timelines with resilience.

Associated Wholesale Grocers, Inc. (AWG) is the nation’s largest cooperative food wholesaler to independently owned supermarkets, serving 1,100 member companies and 3,500 locations throughout 33 states from 9 wholesale division support centers. Consolidated sales for AWG in 2024 were $12.1 billion. In addition to its cooperative wholesale operations, the company also operates subsidiary companies that provide certain real estate and supermarket development services, and pharmaceutical products. For more information, visit AWGinc.com

Benefits:

• Medical, Dental, & Vision Insurance

• Health Savings Account

• Dependent Care Flexible Spending Account

• Paid Vacation, Holiday, and Sick Time

• 401(k) with 4% match along with 3 other contributions

• Tuition Reimbursement

• Basic & Supplemental Life and AD&D

• Employee Assistance Program

• Short-Term and Long-Term Disability

• Wellness Program

• Yearly Holiday Bonus