At Kilfrost we’re extremely proud of our long-standing heritage and the people who have supported and championed us, helping us to get to where we are now. To celebrate that we’re sharing stories and insights to give a look into the people and passion that make us the company that we are.
Introducing Jonathan Smith
Jonathan is our Head of Sales and Marketing. With more than 15 years of experience in global B2B sales, marketing and business development, he brings a wealth of experience to steer our business growth in both new and existing markets.
What attracted you to Kilfrost?
I have a strong background in technical sales roles having worked in industries that have innovation and performance at their core. And Kilfrost has an evident proud legacy of delivering safety-critical solutions whilst still looking forward. It continues to push the boundaries of what’s possible. So, when I saw the role for Technical Sales Manager at Kilfrost, the role I held before my current position, I knew we’d be a perfect fit.
It came at a time when the company was starting to look for new markets to target with its heat transfer fluid. I was able to lean into my skills such as building client relationships, working with partners and identifying opportunities in adjacent markets to the ones Kilfrost was already established in.
What does a typical week look like working at Kilfrost?
First off, each day/week at Kilfrost is ever evolving and a typical day during the summer months is different to that during the winter months where it’s often very hands-on as we work with customers and suppliers to fulfil their orders.
All that being said, as I lead the charge on our global commercial strategy, I do have some focus areas that steer my weekly activities: maintain our position in the aviation sector and grow our presence in key sectors, such as rail and develop the reach of our heat transfer fluids.
Therefore, a key activity is regularly connecting with our customers and partners within the aviation industry to reinforce our trusted and pioneering reputation as a manufacturer of quality deicing and anti-icing fluid.
Most recently, since I took up my post as Head of Sales and Marketing, we’ve recruited additional sales resources to support ambitions to expand our impact in key sectors and develop our heat transfer range. All of which is exciting for us.
At the time I joined the company there was an initial push to raise awareness of our heat transfer range. This momentum has been building, and I feel we’re now in a strong position, with connections made and great customer case studies, to be able to further cement our position as a go-to provider for heat transfer fluid.
Through our Advanced Low Viscosity (ALV) range we’ve been able to demonstrate strong benefits to the food and beverage sector, especially in brewing. And on the renewables side, our GEO product is gaining traction as an alternative to MEG and MPG with its lower pumping costs and environmental credentials.
Again, our growing strength in these markets is supported by our close partnerships with companies such as Go Geothermal and networks such as BFBI. I’ve also been strengthening connections within the rail industry – especially as our range of products can be used effectively on the train, tracks and station.
And I can’t say too much but behind the scenes I’m working with our marketing partner to enhance our marketing materials and our brand.
Where do you see the future of Kilfrost?
I’d say we’re a unique chemicals manufacturer; through our rich aviation heritage we have fostered a failure is not an option mentality. That’s not to say we don’t sometimes face obstacles, but we have the determination and knowledge to find a solution and I think that’s really driven our success and shaped our approach across the business.
The formidable knowledge gained from the aviation industry has been applied across the board, ensuring the same high standards of reliability and precision is in all our products – and always will be.
Another strength of the company, which I think will lead our future, is our commitment to innovation and R&D. Our legacy of learning, adapting, and pushing the boundaries of performance defines our work today and tomorrow as we support our customers.
What’s more, we’re not just a supplier; we’re a trusted partner. Both Kilfrost and our customers benefit greatly from our in-house technical services team who work closely with customers, providing bespoke support from product selection to on-site performance evaluation. And this is the area from which I believe our next advancement comes – by developing something niche for a customer that can then be developed to meet the needs of the wider market.
Most memorable moment at Kilfrost?
I think for me the whole journey through my time at Kilfrost has been memorable, both in terms of experience and professional development. The environment within the entire company has been fantastic and I really enjoy the collaboration that comes with working as part of a company that is still proudly family-owned and operated.
Personally, the standout moment in my time here has to be the opportunity to take over the role of Head of Sales and Marketing after 5 years of being with the company. I have always looked to lean on the experience of others and to learn from all my predecessors and I am grateful for the trust and confidence the board has shown in me through promoting from within and giving me the opportunity to take Kilfrost forward in a senior leadership role.
What do you want to achieve in your role?
Kilfrost is a brand that is built on the heritage and legacy of being one of the most recognisable names within the aviation industry, specifically as pioneers in developing the deicing market for aircraft. For my part, playing any role in continuing this legacy and leveraging this fantastic heritage to grow other areas of our business is something I strive to achieve.
We have fantastic capabilities and a range of high-quality products, it would be great to see Kilfrost continue to grow to a position where our brand is as recognisable for Heat Transfer Fluids, say, as much as we already are for our safety critical winter products.
What personal achievement do you want to fulfil before the end of the year? / What hobbies do you have?
Most of my time outside of work is taken up by being a proud father of three fantastic girls, who always keep me busy. As well as renovating an old 1910s house, when I can get round to DIY jobs on weekends.
As such, hobbies take a bit of a back seat. However, where I can I try to keep fit by visiting the gym and getting out on the golf course when weather permits it. I am also hoping to be able to take part in the Great North Run in 2026, which unfortunately I had to defer from 2025, due to injuring my ankle whilst training.
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