Richard Dressman
Phoenix,AZ
Summary
A seasoned leader in electrical and industrial sales, I excel in strategic planning and people leadership, demonstrated through a track record of exceeding growth targets by 14.7% at Graybar. With a focus on developing high-performing teams and fostering continuous improvement, my expertise in operations leadership and contract negotiation drives business success. Collaborative leader with dedication to partnering with coworkers to promote engaged, empowering work culture. Documented strengths in building and maintaining relationships with diverse range of stakeholders in dynamic, fast-paced settings.
Overview
20
20
years of professional experience
Work History
Director Electrical and Industrial Sales
Graybar
Phoenix, AZ
11.2023 - Current
- Developed high-performing teams by providing mentorship, guidance, and opportunities for professional growth.
- Direct responsibility for seven people-leaders within the sales organization.
- Worked closely with organizational leadership to guide operational sales strategy.
- Enhanced team collaboration through regular communication, goal setting, and performance evaluations.
- Exceeding budget and year-over-year growth in both sales revenue and gross margin dollars in all aspects of business while increasing backlog by $13MM, 14.7%, year-to-date
- Managed budgets effectively to ensure optimal use of resources while maintaining financial stability.
- Established a culture of continuous improvement by fostering open communication channels and empowering employees to voice their ideas.
Director Operations
Graybar
Phoenix, AZ
01.2022 - 11.2023
- Collaborated with executive leadership on strategic planning initiatives to drive business growth.
- Exceeded net-income budget and year-over-year growth
- Lead Southwest District Service and Operations platform to exceeding operating income and net-incom budget and year-over-year growth.
- Mentor and coach leaders to maintain all facility, internal, and financial audit compliance.
- Instilled Lean concepts to identify efficiency improvement opportunities.
- Re-establishment of customer focus approach with a sales-forward paradigm.
- Created culture of resiliency in leadership skills resulting in senior branch leadership teams establishing succession plans. Four internal leaders identified and promoted within the Southwest District increasing the level of business acumen and professionalism in those four organizations.
- Identified new properties and collaborated with Corporate Team to open a new Service Center and Sales Office in Phoenix, AZ in Q4 - 2023
Manager Industrial Business
Graybar
Phoenix, AZ
10.2020 - 01.2021
- Enhanced customer satisfaction by resolving disputes promptly, maintaining open lines of communication, and ensuring high-quality service delivery to include all internal and external customers
- Grew Arizona sales team from nine team members to fifteen.
- Penetrate market segments which previously were not serviced by Graybar including the verticals Food & Beverage, Industrial Distribution while further expanding within OEM/MRO facilities and Mining & Metals.
- Exceeded budget by 22% while increasing backlog from $1.5M to $3.5M year-over-year
- Positioned Graybar Arizona as the preferred Schneider Electric Industrial Automation Partner which facilitated customer special pricing agreement conversions and competitive conversions to Graybar
- Established succession plan within current team framework to permit smooth transition
Manager Customer Service
Graybar
Phoenix, AZ
01.2016 - 10.2020
- Lead multi-facility operations and service platform including roles of Customer Service, Projects, Warehouse and Delivery. Counter sales teams.
- Took ownership of customer issues and followed problems through to resolution.
- Mentored team to reduce customer complaints, proactively addressing issues and implementing effective solutions.
- Established culture of collaboration between Sales and Operations integral to the success of the local organization.
- Installed a problem-solving approach with a "how do we say yes" instead of a "we cannot do" mindset empowering the team to make decisions within the context of their area of discipline
- Effectively and efficiently mobilized customer offsite warehouse locations through implementing a PDCA (Plan Do Check Act) LEAN approach to identify and overcome challenges.
- Collaborative leader achieving the Graybar branch recognition as a 2019 Gamma Beta Epsilon recipient.
Supervisor Customer Service
Graybar
Phoenix, AZ
07.2015 - 01.2016
- Oversaw daily operations of the department, ensuring smooth workflow and timely completion of tasks.
- Applied strong leadership talents and problem-solving skills to maintain team efficiency and organize workflows.
- Monitored workflow to improve employee time management and increase productivity.
- Lead eight-member customer service representative team with a focus upon customer experience.
- Coached team members regarding timely processing of customer requests and diligent follow-up and communication.
Branch Operations Manager
WESCO
Phoenix, AZ
05.2014 - 07.2015
- Managed all aspects of operations for a WESCO facility exceeding $108M sales in 2014.
- Coached teams including Inside sales, Branch Administration, Counter sales, Warehouse Material Handlers and Delivery.
- Developed strong relationships with clients, resulting in increased loyalty and repeat business.
- Trained employees on proper procedures and strategies to improve productivity while installing a LEAN mindset
- Implemented physical annual inventory preparation practices allowing for increased inventory accuracy (less than 0.1% delta) and counting efficiency (decreased inventory labor by over 50%).
- Collaborated on District Sales and Operation Budget construction with the district manager.
Inside Sales and Inside Sales Manager
WESCO
Phoenix, AZ
05.2007 - 05.2014
- Developed strong relationships with clients within commercial construction contractor industry
- Focus upon consistent communication and exceptional customer service.
- Liaised with clients via email or phone to identify and address needs, growing existing accounts through cross-selling. Consistently top three inside sales representative within team of 20+ members
- Lead team of twenty-four sales specialists by coaching effective sales techniques, monitoring performance and offering helpful feedback.
- Managed a high-performing inside sales team to exceed company targets and quotas consistently.
Customer Service Representative
Graybar
Phoenix, AZ
07.2004 - 05.2007
- Progressed through various levels of increasing responsibility including warehouse, counter sales, commercial construction power quotes and customer service.
- Developed professional approach to operational and sales aspects of electrical wholesale distribution.
- Displayed passion for providing customer results while maximizing organizational profitability.
- Managed high-stress situations effectively, maintaining professionalism under pressure while resolving disputes or conflicts.
- Resolved customer complaints with empathy, resulting in increased loyalty and repeat business.
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Education
Bachelor of Science - Finance
University of Phoenix
Phoenix, AZ11.2011
Skills
- Strategic Planning
- Verbal and written communication
- People Leadership
- Contract Negotiation
- Sales Leadership
- Operations Leadership
Timeline
Director Electrical and Industrial Sales
Graybar
11.2023 - Current
Director Operations
Graybar
01.2022 - 11.2023
Manager Industrial Business
Graybar
10.2020 - 01.2021
Manager Customer Service
Graybar
01.2016 - 10.2020
Supervisor Customer Service
Graybar
07.2015 - 01.2016
Branch Operations Manager
WESCO
05.2014 - 07.2015
Inside Sales and Inside Sales Manager
WESCO
05.2007 - 05.2014
Customer Service Representative
Graybar
07.2004 - 05.2007
Bachelor of Science - Finance
University of Phoenix