Specialist, B2B Sales Development

Company Overview:

Since 1951, Hickory Farms has connected people with savory flavors to share and send. Our specialty cured meats and cheeses are available for purchase online, in catalogs, in leading mass merchants and supermarkets, and in seasonal retail locations in the US and Canada. 

Hickory Farms is a privately held company with nearly 75 years of delivering quality, well-loved food gifts and charcuterie essentials. Every member of our nimble, dynamic team makes an impact every day in a high-energy, results-driven culture. 

Our Values lead the way.

They are: The customer is our focus. Integrity and respect. We own it. Everyone has a place at the table. We embrace change. We savor the journey together.

Position Overview: The B2B Sales Development Specialist is an early-career sales role focused on generating pipeline, developing new business opportunities, and supporting revenue growth during peak selling seasons.

This role combines outbound prospecting, inbound opportunity support, and sales execution, making it ideal for someone looking to build a career in B2B sales.

 This position will: 

• Generate new opportunities through proactive outreach 
• Develop sales pipeline through research and prospecting tools 
• Support closing activity during peak selling periods (especially Q4) 
• Partner with sales and operations teams to convert opportunities into revenue 

 This role is a strong stepping stone into Inside Sales or Account Management roles.  

Essential Duties and Responsibilities - include but are not limited to the following:

Key Responsibilities:

Pipeline Generation & Outbound Sales 

• Research target accounts and buying contacts using LinkedIn Sales Navigator, CRM data, and internal customer insights
• Conduct outbound outreach through email, LinkedIn, and phone to generate qualified opportunities
• Build and manage an active pipeline of prospects and reactivation opportunities
• Identify cross-sell and expansion opportunities within existing accounts
• Meet weekly activity goals, including outreach volume, meetings set, and opportunities created

Sales Support & Revenue Execution

• Partner with inbound/retention sales specialists to help manage increased opportunity volume during peak seasons
• Assist in moving opportunities through the sales funnel, including quote support and follow-up communication
• Support closing activity during Q4 by helping manage inbound demand and sales priorities
• Maintain accurate pipeline tracking and activity documentation in CRM

Customer & Cross-Functional Collaboration

• Partner with Sales Operations, Customer Service, and Fulfillment teams to ensure smooth order execution
• Proactively follow up with customers post-purchase to identify future opportunities
• Support key sales initiatives such as reactivation campaigns, referrals, and seasonal programs

What Makes Someone Successful in This Role

• Curious and proactive about finding opportunities
• Comfortable reaching out to new prospects
• Resilient and positive with rejection
• Highly organized and process-oriented
• Team-first mindset with strong accountability

Qualifications:

Required

• 1–3 years of experience in sales, business development, or customer-facing roles
• Strong communication skills and confidence engaging prospects
• Self-motivated with a competitive, results-driven mindset
• Strong organizational and time management skills
• Ability to manage multiple priorities in a fast-paced environment

Preferred

• B2B sales or lead generation experience
• Experience with CRM systems (Microsoft Dynamics preferred)
• Experience with LinkedIn Sales Navigator or other prospecting tools
• Experience working toward sales targets or activity goals

Physical Requirements:

• Ability to safely and successfully perform the essential job functions consistent with the ADA, FMLA, and other federal, state, and local standards, including meeting qualitative and/or quantitative productivity standards. 
• Must be able to complete the “essential job functions” with “reasonable accommodations” and meet all the mandatory qualifications under the ADA guidelines. 
• Must be able to lift and carry up to 25 lbs.
• Must be able to perform essential physical activities such as lifting, climbing, standing, stooping, or typing.
• Must be able to talk, listen, and speak clearly on the telephone.

Hickory Farms is an Equal Opportunity Employer committed to creating a diverse and inclusive culture, that does not discriminate on the basis of race, religion, color, sex, gender identity, sexual orientation, age, national origin, veteran status, or any other basis covered by appropriate law. All employment is decided on the basis of qualifications, merit, and business needs.

Compensation:

 Pay: $75K-$90K 

Benefits: We offer a comprehensive benefits package designed to support your health, financial well-being, and work-life balance, including:

• Medical, dental, and vision insurance 
• Employer-paid life insurance 
• Short-term and long-term disability coverage 
• 401(k) retirement plan with company match 
• Paid time off (vacation, sick time, and holidays) 
• Flexible/hybrid work schedule 
• Employee assistance program (EAP) 
• Professional development opportunities 
• Paid parental leave
• Employee discounts and perks 

This is a hybrid role.