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We spoke to Koura’s Regional Sales Manager of the Middle East, Madhu Kumar, about his role, passion for sales and the way the industry has changed.
As Regional Sales Manager, I represent Koura throughout the Middle East, operating mainly from my base in Bahrain. I manage day-to-day admin, client relations and communication with colleagues based all over the world.
I use my insights into the industry and solid customer relationships to ensure we can find growth during political and economic developments.
In total, I’ve been in the industry for 16 years. My experience began back in 1984, though I moved into another sector when the distribution of CFCs into the Middle East ended in the 90s. When I learned that Koura was once again looking to distribute in the area in 2013, I jumped at the chance.
It’s hard to say – every day is so different! It’s always go, go, go as the region is so large, so my day usually involves a lot of travelling to reach customers.
I’m a people person, so client relations is one of the best parts of my day. I’m also very goal-oriented, so the process of negotiation to having a successful sale something I’m very passionate about.
Since the 80’s, the industry and the world have changed immensely. From higher awareness of environmental issues, to advances in technology, the market is much more competitive.
Other elements, such as mergers and ethical compliance, have impacted the way we handle business.
At the heart of it, I’ve always found success in quality customer service.
The next big event for Koura, and myself, is the Big 5 exhibition in November. The industry’s biggest names will be there to showcase the latest products and it’s a fantastic opportunity to get face-to-face with existing and potential customers.