At Kilfrost, our strength comes from the expertise, passion and dedication of our people. Through our Fluid Conversations series, we’re shining a spotlight on the individuals behind the business and sharing their stories, experiences and insights.
In this Fluid Conversation, we speak to Dharmesh Devabhai, our Technical Sales Manager for ADF (Aviation Deicing Fluid) UK. Dharmesh plays a key role in supporting our customers with technical expertise, product knowledge and tailored solutions.
Dharmesh brings a thoughtful, solutions-focused approach to his role, along with a strong commitment to building lasting customer relationships. We’re excited for you to get to know him.
What’s your professional background and how did you come to work at Kilfrost?
I bring extensive experience in technical sales built over many years within highly regulated and safety-critical industries. My focus has consistently been on delivering sustainable commercial value by aligning technically robust solutions with customer priorities, risk management, and operational performance. I work closely with customers to understand their commercial drivers, pressures, and long-term objectives, enabling me to deliver outcomes that support both immediate operational needs and strategic growth. Throughout my career, I have built strong, long-standing partnerships based on integrity, transparency, and consistent delivery, ensuring trust and credibility at every stage of the relationship.
What attracted me to Kilfrost was not only its position as a market leader and pioneer in deicing and anti-icing solutions, but also the fact that it remains a family-owned business. That combination of global reach, technical excellence and strong family values is rare, and it aligns closely with how I like to work – with a long-term mindset, integrity, and a genuine commitment to customer success and safety.
Kilfrost’s continued investment in innovation, research and product development is a key reason it remains the benchmark in the industry. As the market leader, Kilfrost plays a critical role in supporting customers during some of their busiest and most challenging operational periods. Creating strong, trusted relationships and being available to support customers when it matters most is fundamental to my role.
I am proud to contribute my experience in technical sales and safety-focused industries to a business that continues to lead through innovation, reliability and genuine customer partnerships.
How would you describe Kilfrost and the future of the company?
Kilfrost is a globally recognised market leader, built on decades of technical expertise and innovation. Almost approaching 95 years in business, the company has established an outstanding reputation for quality, reliability and safety across aviation, rail and industrial sectors, and continues to set the standard for deicing and anti-icing solutions worldwide.
The future of Kilfrost is extremely positive. With ongoing investment in research, development and sustainable technologies, the business is well positioned to meet the evolving demands of customers, regulators and environmental expectations. Innovation will remain at the heart of the company’s strategy, alongside a continued focus on operational excellence, supply chain resilience and customer partnerships.
As industries face increasing operational, environmental and safety challenges, Kilfrost is uniquely placed to support customers with high-performance, responsible solutions. This combination of technical leadership, agility and long-term vision ensures Kilfrost will continue to grow, lead and shape the future of the deicing and anti-icing industry.
What does a typical week look like working at Kilfrost?
A week at Kilfrost is rarely predictable, mirroring the pace and complexity of the sectors we support. My focus sits within aviation and ground deicing, working alongside customers whose operations are tightly regulated and where safety and continuity are non-negotiable.
These industries place high demands on both suppliers and operators, particularly during winter when time pressures intensify and conditions can shift rapidly. One of the biggest challenges is ensuring seamless support during these critical periods, making sure the right solutions, expertise, and guidance are available exactly when they’re needed. That intensity is also what makes the sector rewarding, as success depends on trust, strong partnerships, and the ability to perform consistently under pressure. Kilfrost’s position as a trusted market leader is rooted in delivering reliably in these environments.
My role centres on translating customers’ operational needs into practical, effective deicing and anti-icing solutions, combining technical insight with commercial awareness. To achieve this, I work closely with teams across the business, including laboratory, production, logistics, and sales, ensuring alignment and a coordinated response to customer requirements.
Collaboration is central to everything I do. From preparing for seasonal demand to navigating operational challenges during peak activity, strong internal teamwork and open communication with customers are essential. Bringing together Kilfrost’s expertise, innovation, and customer-first mindset is what keeps the role both stimulating and fulfilling.
What do you want to achieve in your role?
In my role, I want to help further strengthen Kilfrost’s position as the market leader by building long-term, trusted relationships with our customers and ensuring we consistently support them when it matters most. A key part of this is understanding our customers’ operational challenges and working closely with them to provide reliable, technically sound solutions that help them operate safely and efficiently, particularly during peak winter periods.
I also want to play a role in supporting Kilfrost’s continued growth by identifying opportunities where our products, expertise and pioneering approach can add further value. This includes working collaboratively with internal teams to ensure we remain responsive, agile and aligned with customer needs, while maintaining the high standards Kilfrost is renowned for.
Ultimately, my aim is to contribute to Kilfrost’s culture of partnership, reliability and continuous improvement, helping both our customers and the business succeed both now and in the future.
Describe your most memorable moment from working at Kilfrost?
One of my most memorable experiences at Kilfrost was stepping directly into our operations, an experience made even more memorable by my not-so-subtle fear of heights. I’ve spent time inside a deicing rig nearly 30 metres above ground and stood on our production platform overseeing fluid being pumped into a tanker!
While I’m genuinely grateful for the experience now, at the time I can’t say I was best pleased with our Head of Sales and Marketing, Jonathan Smith, for encouraging me so enthusiastically out of my comfort zone! That said, the exposure proved invaluable. Seeing our operations first-hand gave me a far better understanding of how our products are applied in real-world conditions and the challenges faced by both customers and operational teams. It is this insight that has significantly strengthened my ability to support them effectively in my role.
What might people not know about you and your hobbies outside of work?
Outside of work, I’m a keen cook who enjoys experimenting with a wide range of cuisines, often recreating dishes inspired by my travels. I’ve been fortunate to travel extensively across Australia, New Zealand, India, America, Europe, Asia, and the Middle East, experiencing different cultures, traditions, and ways of life. Immersing myself in local food and culture has become a big part of how I travel, and it continually shapes both my cooking and my outlook. Those experiences have helped me develop a broader, more open perspective and a genuine appreciation for how culture, food, and people connect across the world.
Find out more about our aviation deicing fluid or contact our team.
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