Building Relationships Through Listening

by Casey Keeler

From a biology student with plans for a healthcare career to a longtime advocate for design professionals, Rick Arrajj of Runtal North America has spent more than two decades proving that listening closely leads to successful sales.

Growing up in the Merrimack Valley region of northeastern Massachusetts, family was always at the center of Rick Arrajj's world. As the oldest of five siblings—and the first grandchild in a large Irish Catholic family—he learned responsibility early.

With both parents working full-time, Rick often found himself stepping into a leadership role for his four younger sisters. Athletics also played a major role in family life. Games, practices, and supporting one another from the sidelines created a strong sense of teamwork that continues to influence him today.

Today, Rick lives in Salem, New Hampshire with his wife Jamie, where the values of family, accountability, and community remain central, both personally and professionally. Since 2022, when he expanded his work territory to include New York City, he has become a familiar face throughout New York's design community.

From Biology to Building Relationships

Rick's career path wasn't always headed toward the design and building industry. After graduating from Lawrence High School, he earned a Biology degree from North Adams State University. At the time, he envisioned a future in physical therapy or a related healthcare field. Like many young professionals, however, he discovered that career paths do not always unfold exactly as planned. 

When job opportunities in his chosen field proved limited, Rick accepted an entry-level sales position with a retail flooring company. What began as a practical decision soon revealed an unexpected strength. "I very much enjoyed the process of working with customers and using my expertise to properly guide the consumer's decision-making process," he says. The role allowed him to combine problem-solving, education, and relationship building. He quickly advanced through the organization, eventually becoming second-in-command at one of the company's most successful New England locations. Seeking new challenges and opportunities in territory development and outside sales, Rick joined Runtal North America in 2001. More than two decades later, he continues to grow with the company through a variety of sales and leadership roles.

The Teacher Behind the Sales Role

Ask Rick what he enjoys most about his work today and the answer comes quickly: teaching. As District Sales Manager for Runtal North America, he spends his time supporting architects, designers, distributors, and specification professionals throughout his territory. Whether working from company headquarters, his home office, or traveling to industry events, his focus remains the same - helping partners understand the products and systems needed to create successful projects. A lesson from his first sales manager continues to guide his approach: "Ninety percent of being a good salesperson is being a good listener." For Rick, that advice remains just as relevant today as it was at the beginning of his career.

It also aligns perfectly with Runtal's mission. Founded in Switzerland in 1953 and manufacturing in North America since 1986, the company has built its reputation on combining performance with design. Rick takes particular pride in introducing professionals to what he describes as some of the most architecturally beautiful radiators in the world.

Growing the Design Community

Rick joined the NKBA Manhattan Chapter in 2024 as part of his efforts to expand relationships within the interior design community. Having already worked closely with architects and specification professionals throughout New York City, he saw NKBA as an opportunity to connect with kitchen and bath designers while contributing to a broader industry conversation. What he values most about membership is the people. "The opportunity to network with such a wonderful group of people who are very passionate about their field," he says. Among his favorite chapter memories was the End of Year 2025 Dinner Cruise, which Runtal helped sponsor. "It was quite wonderful and a lot of fun. I've seen the Statue of Liberty many times in my travels but never up close like that!" he recalls.

Family, Fairways, and a Little Science Fiction

Outside of work, Rick remains competitive by nature. A lifelong athlete, he now channels that energy into golf and pickleball, while baseball continues to hold the title of favorite sport. He also enjoys traveling with Jamie and spending time with family whenever possible. What might surprise colleagues, however, is his self-described "nerdy" side. Rick is an enthusiastic fan of science programming and science fiction television. His all-time favorite series?  Star Trek: The Next Generation.

Looking Toward the Mediterranean

When asked about his bucket list, Rick doesn't hesitate. A trip to Greece tops the list. His wife Jamie is Greek, and through her family he has developed a deep appreciation for the country's culture, history, and people. A longer stay in Greece—with time to explore neighboring Mediterranean destinations—is an adventure he hopes to experience in the years ahead.

For now, Rick remains focused on helping professionals find the right solutions, building industry relationships, and sharing knowledge wherever he can. It's a role that combines his love of learning, teaching, and connecting with people—qualities that have defined his journey from the very beginning.