Mkhokeli Ncube

Key Achievements • Priced and secured contracts more than $50 million across Africa in the last two years through robust negotiations, pricing, and competitive deal structuring. Scope of Work Done: • Oversee project pricing and strategy for Southern and East Africa (20+ countries). • Prepare commercial pricing models, ensuring accuracy and validity, collaborating with various departments. • Propose innovative pricing strategies and deal structures for optimal success. • Complete bid deliverables for tender submissions. • Support proposal development, business cases, and cost-benefit analysis for projects. • Update risk register to address pricing impact adequately. • Liaise with Sales, Operations, Finance, and teams for timely delivery of pricing information. • Develop tools and procedures to enhance pricing and governance processes. • Build financial models for thermal and hybrid power projects. • Work with Sales and Bid Management Teams on tenders and projects. • Lead stakeholder engagements and P&L reviews across Africa. • Coordinate information gathering for accurate project pricing. • Calculate EBITDA, cash flow, IRR, NPV, and payback period. • Advise on pricing options for bid success. • Perform simulations and what-if scenarios for decision-making. • Challenge solutions and costs for competitive pricing. • Identify risks and mitigation plans in pricing. • Develop and maintain business relationships with various teams. • Collaborate with HR to ensure proper training on pricing and offer delivery. • Prepare White Papers for Executive Team approval, highlighting key assumptions, returns, risks, and sensitivities. • Build a repository of bid input and outputs for meaningful pricing benchmarks. • Share best practices, knowledge, and bid details with the pricing team. • Provide concise communication for proposal evaluation and support ad hoc projects.

Key Achievements • Turned around the loss-making Mozambican business from a loss of $48K in 2016 to a profitability of $800K in 2017 and $1.8m in 2018 • Led and implemented a channel management (Commercial Supply Agreement) in five African countries with a global oil trading company • Crafted and implemented the General Aviation commercial strategy to drive profitable growth in the African region • Led the BP African Aviation Cluster in the new ‘Commercial Ways of Working Project’ – the project was to revamp and modernize the Air BP systems and ways of working Scope of Work Done: • Managed annual sale of 400 million liters of aviation fuels (R3.0B turnover) across Southern African airports. • Led pricing policy, contract negotiations, and RFP/RFQ proposals for customers. • Implemented margins, customer discounts, and rebate programs. • Oversaw Africa cluster's aviation business P&L. • Collaborated with Strategic and Global Account Managers for account and market plans. • Supported day-to-day account management for assigned portfolio. • Optimized Air BP’s gross profit and working capital through pricing excellence. • Provided data and insights for effective pricing strategy in the African cluster. • Managed location planning, customer portfolio, and tendering process. • Developed market intelligence for competitive analysis in supply envelopes. • Liaised with refineries and operations teams for supply and logistics costs. • Established efficient relationships with supply and logistics for value chain optimization. • Managed import/export of aviation fuels in Mozambique, South Africa, and six other African countries. • Provided leadership to Location Analysts and Planners. • Participated in industry conferences to gather insights on trends and standards.

Key Achievements • Key project lead team member for the takeover of a R15bn petroleum company in Southern Africa • Key member of the team that worked on the five-year sales and marketing plan, which is a guiding document for Total Southern Africa ‘s future investment strategy Scope of Work Done: • Carried out market research and analysis – identifying new markets and high growth areas with the potential to grow the company’s profitability and market share in Southern Africa • Oversaw the formulation of market entry strategies for new service station developments in Southern Africa • Supported the introduction and planning for new retail product offers into the market • Was responsible for reviewing TSA’s market plan and investment strategy in South African region • Monitoring performance of new service stations and supporting the development of sales through relevant convenience retail offers • Managed the preparation of volume and financial projections for new business and takeovers • Conducted the due diligence process- financial, technical, HSEQ and legal on takeover businesses • Participated in mergers and acquisitions • Oversaw the preparation and presentation of reports to the management committee for investment decisions • Conducted in-depth macro environment analysis of the petroleum industry including clean fuels projects, competitor performance, recent trends and risks • Contributed to the execution of ad hoc research and special projects

• Effectively oversaw the running of the group supply chain optimisation project to streamline stock worth more than R10bn across the Woolworths value chain • Successfully grew sales of Swimwear and Activewear ranges by more 30% and grew the product’s overall market share

• Carried out a project for the firm – proposing the best market positioning for Bristlecone SAP Supply chain software solutions in South East Asia • Advised clients on various supply chain and logistics improvement projects such as inventory optimisation, demand planning and strategic sourcing

• Effectively improved store stock allocations and reduced the department markdowns by an average of 20%

• Improved computer literacy in the college by being involved in setting up a fully-fledged computer centre and training over 200 students in 2 years