Bill Berger, Executive Director of Fairbanks Morse Defense, reveals a remarkable transformation. His historic company became a powerhouse supplier for the Navy and Coast Guard. With a foundation laid as a Marine Corps officer, Bill shares his mission-driven approach. He also highlights the pivotal role adaptability played in his journey. His story testifies to the power of people skills in both sales and leadership.
It emphasizes genuinely understanding team and customer needs. Bill’s transition from the Marine Corps to sales sparked from personal circumstances. He details how an early passion for technology, inspired by his father, shaped his career meaningfully. This episode showcases his military to sales leadership journey.
Building Sales Teams & Navigating Department of Defense Sales
For those aiming to build a successful sales team, Bill’s experiences are an invaluable resource. He recounts lessons from the telecom industry’s boom. He stresses long-term strategies crucial for sustained growth. The conversation navigates the complexities of selling to the Department of Defense (DoD). It underscores the importance of patience and a long-term vision. Bill shares insights into effective hiring practices.
He highlights how qualities like patience and a methodical approach can sometimes outweigh direct experience. This was demonstrated by a recent successful hire from a shipyard.
Enhancing Leadership Capabilities & Optimizing CRM Systems
Listeners looking to enhance their leadership capabilities will find Bill’s insights beneficial. He delves into the importance of empathy, resilience, and the ability to learn from setbacks. He uses his own experiences as a guide. Bill’s transition back to a frontline sales role showcases the power of openness and honest communication with leadership. Additionally, he provides practical advice on optimizing CRM systems.
This ensures they become powerful tools for integration and efficiency. This episode is packed with wisdom for aspiring sales leaders. They will be eager to refine their skills and drive their teams toward success.
Meet Our Guest: Bill Berger, Executive Director of Strategic Accounts, Fairbanks Morse Defense
Bill Berger serves as the Executive Director, Strategic Accounts for Fairbanks Morse Defense (FMD). In this role, Bill acts as the enterprise’s primary contact for Huntington Industries Inc companies. Bill is responsible for all opportunities and activity within Newport News Shipbuilding (NNS), Ingalls Shipbuilding, and Mission Technologies. This spans all ten business units of FMD. He is the FMD executive team’s representative to senior management at these customers. Bill also manages FMD’s Data Analytics/Programs team.
Prior to this position, Bill has been a Vice President of Sales & Marketing at Ward Leonard CT LLC and Ultra Electronics’ TCS and DNE business units. He has over 29 years of experience. This includes selling technology solutions to the Department of Defense (DoD), Telcos, and commercial businesses. Bill is a past president of the Marine Machinery Association. He is also active in the Aircraft Carrier Industrial Base Coalition and Submarine Industrial Base Council.
Bill holds an MS in Organizational Leadership from Quinnipiac University and a BA in Mathematics from the College of the Holy Cross. Bill is a veteran of the US Marine Corps. He served in Operations Desert Shield and Desert Storm as a Communications Officer with 1st BN, 3rd Marines. Bill and his wife Meredith reside in Newport News, VA and have two adult children, Gabrielle and Cameron.
Key Takeaways You’ll Learn:
- Bill Berger’s journey from Marine Corps officer to sales leadership at Fairbanks Morse Defense.
- How people skills and adaptability are crucial in sales and leadership.
- Strategies for building successful sales teams and achieving sustained growth.
- Insights into selling technology solutions to the Department of Defense and telecom industry.
- The importance of patience, long-term vision, and effective hiring practices in sales.
- Lessons on empathy, resilience, and learning from setbacks for leadership enhancement.
- Practical advice on optimizing CRM systems for integration and efficiency.