Pumeza Tshangela
Business Development Manager
Sandton ,GP
Summary
I have more than 20 years of work experience in the energy sector.
I spent the first 10 years in the maintenance environment within Eskom, where I managed large technical teams. It was during my time at Eskom that my leadership skills were developed and honed, with a lot of focus in people management, performance, development and team collaboration.
I then worked for multinational organisations starting in business development of renewable projects right through to Account Management positions. These roles introduced me to the C-level networking and strategic thinking. I have also learnt to be proactive, financial results orientated and customer relationship focused in my thinking. I have been able to build and convert project pipelines to orders through building long term relationships with internal and external customers.
I have the strong knowledge and skills required to create and maintain a high-performance culture that is quality and result orientated. I have worked with all different levels of employees in an organization as well as customers and have acquired the emotional intelligence required to create and maintain strong relationships and ensure a collaborative healthy work environment.
I enjoy working with a diverse team of people coming from different backgrounds as this creates a fertile ground for everyday learning.
Overview
25
25
years of professional experience
1
1
Language
Work History
Business Development Manager
CVE South Africa
01.2023 - Current
- I am responsible for the development of solar PV projects from the sourcing stage right up to before construction in the Commercial and Industry (C&I) sector.
- I identify new business opportunities, and cultivate and retain strong, long-term relationships with key decision-makers.
- I conduct and verify the economic feasibility of each project, and establish the necessary business plans to move the project forward.
- In coordination with the financial team, I run the financial models and prepare the financial documents required for projects to reach financial close.
- I coordinate technical studies with our internal engineering teams, as well as the EPCs.
- I conduct the financial due diligence to ensure the credit worthiness of new clients.
- I negotiate and close long-term PPA contracts for solar PV projects.
- I ensure that the projects pass the internal stages by preparing, submitting, and presenting at the different internal committees for approval.
- Once the projects have been built, I take over the customer relations in terms of account management.
Account Director Power Services
General Electric Power Services
05.2017 - 08.2019
- Develop market growth strategy, identify and select opportunities, conduct initial due diligence and lead the development of a winning value proposition.
- In coordination with the regional teams, lead early engagement activities with customer’s on presenting and aligning products to customer specifications and requirements.
- Support direct sales and channel partners during customer visits, product demonstrations, and presentations.
- Help to lead New Product Integration (NPI’s) into the market.
- Develop and actively manage relationships with direct and indirect sales team to ensure orders growth.
- Maintain a close relationship with our customers, industry and government stakeholders, helping to unveil concerns, trends, expectations, or any other important information that can lead to a higher market penetration.
- Provide leadership and act as focal point for business strategic sessions to define growth opportunities.
- Personal Orders accomplished $35M
Key Account Manager - Utilities
Schneider Electric South Africa (Pty)
07.2013 - 05.2017
- I was fully responsible for the management of the Eskom & City Power accounts. This included but was not limited to account planning, customer relationship building, meeting sales targets, tendering process management and ensuring order execution.
- I built the customer relationship strategy with an action plan by understanding the customer needs and challenges and then making sure we address their challenges through the relevant solutions.
- I also created demand through thought leadership and relationship management of C-Level management.
- I specified the Advance Distribution Management System (ADMS) to City Power and led the team in the tendering process.
- I negotiated the extension of the Auto-Recloser contract with Eskom Distribution for an extra period of 3 years and also managed the contract execution.
- I technically assisted customers with regards to the Schneider product options and offered advice on products required.
- I assisted in the creation of a marketing plan for my customers
- Created a project pipeline that was approximately 314,5MZAR for a 3 year period.
- I product managed the Advanced Distribution Management System (ADMS) and assisted in its development within other Utilities.
Renewable Energy Manager
Schneider Electric South Africa (Pty) Ltd
08.2010 - 06.2013
- Responsible for the Business Development of the Solar PV and Wind sector in Southern Africa
- Built strategic alliances with customers, suppliers and contractors and maintained a positive customer satisfaction index.
- Developed a strategy and business plan for the route to market of PV solutions.
- Compiled and ensured growth of the project pipeline for large scale EPC, Electrical EPC and equipment solutions. Created a project pipeline to the value of ZAR8 Billion during the 1st 3 REIPPPP rounds and we fully participated in the Vredendal and Aurora Solar projects as Electrical EPC.
- Schneider has since supplied switchgear and automation products in a number of renewable projects to the value of approximately ZAR120Mill through the partnerships created.
- Ensured that the full Schneider Electric solar PV solutions basket was available and well marketed in the Southern Africa region through conferences, road shows, editorials, etc
- Prepared tender documents according to client and DoE requirements in terms of technical, commercial, local content and social development for IPP Procurement Programme
- Assisted with evaluating the electrical designs to ensure that they meet with the South African standards
- This role not only introduced me to renewable technologies, it empowered me to be able to create networks with C-level executives and start functioning at a strategic level.
Electrical Maintenance Division (EMD) manager
Eskom Generation – Kendal Power Station
12.2006 - 07.2010
- Responsible for managing the Electrical Maintenance Division at Kendal Power Station consisting of a staff complement that was made up of Electrical Advisors, Senior Electrical Technicians, Electrical Technicians and Electricians.
- Controlled the EMD budget (approx. R80mil) by planning, projecting and managing cashflow continuously.
- Ensured that there were adequate resources to meet the repair and servicing requirements for the Electrical System within the power station, this included giving standby service.
- Responsible to ensure that the maintenance of all electrical systems within the Power Station which included UPS’s, Batteries & chargers, Transformers, Generators, Drives, MV Boards (3.3kV to 11kV), Switchgear (3.3kV to 22kV), Power Lines (11kV to 22kV), MV & LV motors, VSDs, Earthing and Lighting Protection as well as Electrical Protection systems was carried out as per plan. Was also responsible for the maintenance on the Air Conditioning system, Lifts, Cranes and Lighting systems.
- Managed and ensured all engineering electrical standards were implemented and adhered to.
- Managed the development of work procedures (PMs & SMPs) and execution of work in accordance to approved work plans. Making sure that the quality of workmanship done by EMD employees and contractors is of a high standard.
- As the appointed contracts manager, I negotiated and had to ensure that all the maintenance contracts were managed and controlled accordingly.
- I developed and managed good working relationships with the on-site maintenance contractors as well as the Outage contractors or suppliers.
- It was my responsibility to ensure EMD’s sustainability by managing the recruitment, training, coaching and mentoring of employees within the division as well as students from the training department.
- Ensuring all personnel in EMD adhered to safety regulations (OHSACT, Plant Safety Regulations & Operating High Voltage Regulations) by cultivating a safety culture through pre-job briefs, safety risk assessments and job observations and also through leading by example.
- Had to maintain a disciplined workforce by enforcing Eskom’s code of conduct.
- Ensured collaboration with other departments in the station.
Maintenance Support Services Manager
Eskom Generation – Kendal Power Station
02.2004 - 11.2006
- I was responsible for the management of Maintenance Support Services which consisted of Materials Management, SAP PM Administration, and Maintenance training and Quality Assurance sections.
- In Materials Management I was responsible for ensuring the accuracy of all stock items in store, the inventory planning function and the cataloging of the material within the station.
- I negotiated and managed stock supply contracts.
- I had to ensure that there was a good contracts management system in place for all stock contracts.
- I had to compile and control the budget for MSS.
- I was also responsible for the performance management system and had to ensure that the performance contracts were in line with the BU objectives.
- Ensuring all personnel in MSS adhered to safety regulations and objectives of Eskom.
- Maintaining a disciplined workforce by enforcing Eskom’s code of Ethics and following the disciplinary procedure.
Maintenance Services Provider
Eskom Distribution – Network Services (Plant)
11.2000 - 02.2004
- I was responsible for compiling a yearly maintenance plan, according to RCM principles, and monitoring the maintenance activities against the plan.
- I had to ensure that the maintenance requirements were optimized by applying PM Hierarchies, Routes and Job Plan Sequencing.
- To ensure continuous electricity supply to the customers I had to conduct substation audits and ensure that any gaps were addressed.
- To track the performance to the maintenance section in the region I had to compiling monthly maintenance KPI’s and measure them against the set targets.
- I had to conduct equipment failure investigations and also compile 48hour flash reports for any major incidents.
- I was responsible for identifying transformer risks through the analysis and management of oil samples.
Education
BTech - Electrical Engineering (Heavy Current)
Durban University of Technology
01.2010
Advanced Engineering Management Certificate -
University of Pretoria
01.2007
Supply Chain Management Diploma - undefined
SAPICS Professional Society for Supply Chain Management
01.2006
National Diploma - Electrical Engineering (Heavy Current)
Pretoria Technikon
01.2000
Skills
People Management: Leadership, monitoring, control, coaching and mentorship skills
Business Development: Sales, Accounts management
Performance Management and team work
Financial Management: Budget formulation, planning, projecting and cashflow management
Communication, analytical thinking, problem solving,
Resource management; negotiation; business planning and strategy formulation
SHORT COURSES:
Project Management, Maintenance Management, Principles of Contracts Management on SAP, NEC course, Contracts Law, Negotiation Skills, OHSACT (Occupational Health & Safety Act), PSR (Plant Safety Regulations), ORHVS (Operating Regulation for High Voltage System) Construction Regulations, Incident Investigations, Diversity Management, CASH, Mind Power
COMPETENCES:
Computer: Microsoft Office Word, PowerPoint, Excel and MS Projects SAP MM, PM, MR1 bFO Salesforce
Accomplishments
- 2007 Graduating from the Eskom Generation Leadership Programme
- 2009 Leader for Emissions Management Team at Kendal Power Station
- 2013 Completed the international Schneider Electric Leadership Excellence Acceleration Program (LEAP)
- 2010 Starting and developing a successful Renewable Energy Division within Schneider Electric South Africa
Languages
English
Bilingual or Proficient (C2)
Xhosa
Bilingual or Proficient (C2)
Afrikaans
Upper intermediate (B2)
zulu
Bilingual or Proficient (C2)
Timeline
Business Development Manager
CVE South Africa
01.2023 - Current
Account Director Power Services
General Electric Power Services
05.2017 - 08.2019
Key Account Manager - Utilities
Schneider Electric South Africa (Pty)
07.2013 - 05.2017
Renewable Energy Manager
Schneider Electric South Africa (Pty) Ltd
08.2010 - 06.2013
Electrical Maintenance Division (EMD) manager
Eskom Generation – Kendal Power Station
12.2006 - 07.2010
Maintenance Support Services Manager
Eskom Generation – Kendal Power Station
02.2004 - 11.2006
Maintenance Services Provider
Eskom Distribution – Network Services (Plant)
11.2000 - 02.2004
Supply Chain Management Diploma - undefined
SAPICS Professional Society for Supply Chain Management
National Diploma - Electrical Engineering (Heavy Current)
Pretoria Technikon
BTech - Electrical Engineering (Heavy Current)
Durban University of Technology
Advanced Engineering Management Certificate -
University of Pretoria