At Backpacker’s Pantry, we believe a gourmet meal can be the highlight of a mountain peak or a starlit campfire. We are looking for a Specialty Sales Manager who is as passionate about the outdoor industry as they are about data-informed growth. Join our family-owned team in Boulder to manage our rep groups, deepen retail partnerships, and ensure that wherever there’s an adventure, we’re on the menu.

Backpacker's Pantry (American Outdoor Products)

Backpacker’s Pantry, part of American Outdoor Products, is built on the belief that great food can elevate outdoor experiences. Since 1951, we’ve been crafting gourmet freeze-dried meals designed to sustain adventurers and inspire exploration. As a family-owned company based in Boulder, Colorado, we take pride in combining culinary excellence with sustainable practices, ensuring that our products nourish both people and the planet. Our heritage is rooted in innovation, environmental responsibility, and a relentless commitment to quality. Whether it’s on a mountain peak or around a campfire, we exist to fuel unforgettable moments in the outdoors.

What You Will Do

The Specialty Sales Manager is responsible for owning and growing Backpacker’s Pantry’s specialty retail business. This role sits at the intersection of strategy, relationships, and execution. You will be accountable for specialty channel performance while managing and strengthening relationships across specialty retailers, distributors, and independent rep groups.

This is not a maintenance role. You will be expected to assess how the specialty channel operates today, identify gaps and opportunities, and improve the systems, expectations, and operating rhythm that support consistent execution. Success in this role requires strong external relationship skills, sound judgment, and the ability to operate with autonomy while staying aligned with company priorities. You will work closely with marketing, operations, and product teams to ensure alignment across the business and to support thoughtful, sustainable growth in the specialty channel.

Responsibilities:

Own specialty channel revenue, forecasting, planning, and growth strategy
Manage and develop relationships with specialty retailers, distributors, and independent rep groups
Set clear expectations, priorities, and accountability across external partners
Build and maintain strong partnerships with key specialty retail accounts
Identify opportunities to expand distribution and deepen existing relationships
Develop and refine sales processes, tools, and reporting to improve visibility and execution
Lead specialty-focused trade show planning and execution with clear business objectives
Partner closely with marketing, operations, and product teams to align on priorities and execution
Provide clear, data-informed insights to leadership on performance, trends, and opportunities
Travel as needed to support accounts, distributors, rep groups, and industry events

Who You Are

You are a sales leader who balances relationships, data, and strategy. You are comfortable owning a channel end-to-end, working with retailers, distributors, and rep groups while building the systems and structure needed to support consistent execution. You operate well with autonomy, communicate clearly, and use data and follow-through to hold yourself and partners accountable to results.

Qualifications:

5+ years of sales experience, preferably within specialty retail or the outdoor industry
Experience managing key accounts and external partners such as distributors and/or rep groups
Strong understanding of outdoor specialty retail dynamics and go-to-market execution
Ability to balance strategic thinking with day-to-day execution
Strong communication skills and comfort representing a brand externally
Organized, detail-aware, and capable of managing multiple priorities
Ability to work from our Boulder office four days per week (Tues–Fri)

Benefits

The total compensation for this position, including base salary and target variable compensation, is $100,000 - $125,000 annually.

Medical, dental, and vision insurance
Unlimited paid time off
Paid holidays
401(K) retirement plan
Employee profit-sharing program
Product stipend and access to industry deals

AOP is proud to be an Equal Opportunity Employer. We are committed to creating a diverse and inclusive workplace where all employees are treated fairly and with respect. We do not discriminate based on race, color, religion, national origin, age, sex, gender, sexual orientation, disability, veteran status, or any other protected characteristic. Our commitment to equal opportunity applies to all aspects of employment.

Sales Specialty Manager (Backpacker’s Pantry)