Thabo Makhanya has over 30 years of experience in production management, quality control, and sales management. He held various roles at Avery Dennison from 1993 to 2001 including quality controller, shift manager, assistant production manager, and technical sales manager. From 2001 to 2009 he worked at Simba (Pty) Ltd in roles such as distribution center manager, frontline sales leader, and regional sales manager for the Western Cape region. Since 2010 he has been a regional sales manager for Japan Tobacco International in the Western Cape region.

1. 67 Ravenswood Road
Parklands,
7441
Cell: 0721815027
e-mail:
thabo.makhanya@jti.com
Thabo Amos Makhanya
Personal
Information
• Nationality: South African
• Marital status: Divorced
• Dependents: 3
• Age: 42
• Identity Number: 6804126310084
• Gender: Male
Educational
Qualifications
Other
Educational
Qualifications
• 1985, Matric (Grade 12), Kagiso Senior Secondary school.
• 1988, Pre Tech Analytical Chemistry, Mangosuthu Technikon.
• 1990, T2 Analytical Chemistry, Technikon Witwatersrand.
• 1999, Diploma in Production Management, Executive Education.
• 1999, Certificate in Labour Relations, Printing Federation of
South Africa.
• 2001, Certificate in Management, UNISA School of Business
Leadership.
• 2002, Advanced Diploma in Management, UNISA School of
Business Leadership.
• 2003, Current studying towards MBA – Passed STRATEGY,
UNISA School of Business Leadership.
• Finance for Non-Financial Mangers, Stratagem Business
Training Specialists.
• 2004, Business Presentation Skills Programme, BPS.
• 2010 Core selling and Negotiation, Sentinel management
Consultants.
• Computer Literacy in MS (Word, Excel, PowerPoint, Outlook), Boss,
Impact, Cognos 8 and Access.
• Courses in Team Building and Motivation.
• Attended a Production Management course in Holland and the UK
in 19994 and 1998 respectively.
• Successful implementation
o Of the 20 keys of workplace improvement.
o TQM for Operators.

2. o Six Sigma tools in FMEA, ANOVA, DOE, and Process
Mapping.
• Trained Frito-Lay / PepsiCo International Assessor.
• Represented Avery Dennison at the CCMA.
• Fellow of the Simba Leadership Academy.
• Certified on Frito-Lay / PepsiCo International Leadership on Route
Program.
• National Wage Negotiation Management team member with FAWU
(Union).
• Trustee of Simba Retirement Fund.
Positions Held At
Avery Dennison:
Key Job
Responsibilities:
WORK EXPERIENCE
• O1/2010 – Present Japan Tobacco International
• 09/2001 – 30 April 2009 Simba (Pty) Ltd.
• Reason For Leaving – Retrenched.
• 03/1993 – 09/2001 Avery Dennison.
• Reason For Leaving – To obtain exposure in FMCG.
• 01/1990 – 12/1992 Mintek.
• Reason For Leaving – Retrenched.
• 01/1988- 12/1989 SASOL.
• Reason For Leaving – To obtain exposure in Research and
Development.
• Quality Controller - March 1993 to April 1994.
• Shift Manager – April 1994 to June 1995.
• Assistant Production Manager– June 1995 to March 1996.
• Technical Sales Manager – Mach 1996 to September 2001.
Quality Controller - Reports to Production Manager
• Laboratory Management.
• Preparation of Reagent Solutions.
• Standardizations of Laboratory Equipment.
• Quality Control of Self Adhesive material.

3. Shift Manager – Reports to Production Manager
• Implementation of a Total Quality Management System (TQM) in
the South African Operation in line with Global Systems.
• Responsible for training Factory Personnel in Total Quality
Management to be able to perform their own Quality Checks.
• Implementations of Safety Training Observation Program (STOP) in
the Factory by ensuring Best Operating Practices are followed.
• FMEA and DOE.
• Setting up of systems to measure
o All types of waste.
o Utilization Equipment Efficiencies.
o Operator Equipment Efficiency.
• Sound Industrial Relations.
Assistant Production Manager – Reports to Operations
Director
• Responsible for the entire Manufacturing Facility, Engineering
and Distribution – Total of 35 Personnel.
• Implementation of Six Sigma Quality Program – Cellular
Manufacturing.
• Implementation of the Just In Time Distribution mechanism in
accordance with customer requirements.
• Plant Maintenance Scheduling according to Reliability Centred
Maintenance program.
• Projects leadership and Process Optimising.
• Networking with European Operations on Best Operating
Practises.
• Liasing with Customers on Quality issues, and setting up of
project teams to ensure a quest for zero defects.
• Coach and Train all Personnel.
• Quality Management.
• Sound Industrial Relations.
• EHS.
• Budget Control.
• Production Conformance and Schedule adherence
Technical Sales Manager – Reports to General Manager
• Setting up of a Technical Department to liaise with Sales
department, Quality Department, Manufacturing and Maintenance.
• Application Engineering involving three categories

4. Positions Held at
Simba (Pty) Ltd
o A: Product Performance and specifications, including
updating product catalogues’.
o B: Application of products to specific industries and
process.
o C: Product troubleshooting at customer premises, including
re-engineering of product and penetration of new markets.
• Conduct product training and application seminars for factory
personnel and customers, both at the factory and in the field. The
seminars to product applications, new products and manufacturing
techniques.
• Negotiate trial campaigns with customers.
• Networking with European Operations on product developments.
• Attend Printing Trade Shows and Market Self Adhesive Materials to
increase Product Portfolio.
• Implement a Reliability Centered Maintenance Function by teaching
Factory Personnel to perform their own Maintenance Functions.
• Lead Manufacturing and Quality Functions on Product
Development.
• Set up an Export Function in conjunction with National Sales
Manger. Ensure that orders received have the correct financial
documentation and back-up so that payment is assured.
• Set-up of local distribution function to optimise productivity.
• Conduct interviews and assessments.
• Represent Company at the CCMA.
• Regional Sales Manager (Western Cape) - December 2006 to 30
April 2009.
• DC Manager (Large) – April 2006 to December 2006.
• DC Manager (Small) – June 2005 to April 2006.
• Frontline Sales Leader (Sales Manager) – November 2004 to June
2005.
• Shift Manager – September 2001 to November 2004.
• Relief for Production Manager– September 2001 to November
2004.
• Relief for Production Scheduler– September 2001 to November
2004.
• Management Negotiation Team Member with Union – September
2001 to Current.
• Trustee member of Simba Retirement Fund.

5. Key Job
Responsibilities:
Regional Sales Manager (Western Cape) – Reports to
Field Sales Director
• Execution of the Commercial Strategy.
• Nett Sales target of R312 mm, with a 64% / 36% split between
Impulse channel (e.g. Wholesale) and Grocery Channel (e.g. Pick n
Pay) - AOP 2009.
• Annual Volume growth target of 6,808 Tonnes Salty Snacks.
• Sales and Distribution budget of R46.8 mm or 15% of Nett Sales -
AOP 2009.
• Topline growth – Net sales, Volume, Market share, Numeric,
Weighted distribution, Profit and Sales operational expenditure.
• Sales KPI’s (Stales, Carton returns, Variable Contribution, Positive
Calls per day, Store Door Value and Productivity initiatives).
• Responsible for 5 Distribution Centre’s and 2 BBBEE partners,
comprising of 490-000sq km.
• Manages 5 Direct reports, 182 Field Sales Personnel.
• Development of a bottom’s up financial model for all Distribution
centres.
• Operational Excellence including Management by data.
• Deploying Field Sales Force supporting technologies.
• Market intelligence and analyzing competition activity.
• Management of a Total of 91 Route-To-Market Van Sales as
separate business units.
• Managing of third party distribution, and merchandising systems to
the Retail and Wholesale industry.
• Development of a Route-To-Market program based on geographical
planning.
• Ensure that all Distribution business units achieve break even in 3
months.
• Lead projects utilisations and optimising of Distribution networks.
• New Accounts Recruitment and customer retention.
• Asset Management.
• Contribution to pricing and TDI decisions.
• Sales Administration Management to ensure compliance to internal
policies.
• Roll out of PepsiCo International Values agenda.
• Recruitment and Retention of entire Field sales Force.
• Coaching and Mentoring.
• Diversity and Inclusion, and Creating a Cherishing Work
Environment.
• Social Responsibility.
• Negotiation with Union.
• Audit programs of Distribution Centre’s to comply with PepsiCo
International Best Business Practices.

6. • Project Management.
• Productivity Initiatives.
• Supply Chain Management.
• Strategic Management (Sales and HR).
• Fleet costs and related expenses.
• Development of Bottom of the Pyramid scheme (Emerging markets
– Off Trade).
Distribution Centre Manager (Small / Large) – Reports to
Regional Sales Manager
• Responsible for Sales Managers and Business Development Reps.
• Achieve profit target for the DC by running DC as a business unit
through the driving of sales whilst controlling costs.
• Identify business opportunities and implement agreed plans to
overcome shortfalls to ensure continuous business growth
• Review and present volume, expenditure and profitability actual /
forecast Vs plan to RSM.
• HR as a line function.
H Development and motivation of the Sales Managers with the
purpose of achieving sales through sound business values.
p Manage assets with the assistance from sales support staff
p Ensuring effective distribution of product to all outlets, to achieve
customer satisfaction at all times
c Achieve customer compliancy rate weekly as per company
standard
s Lead and direct team to achieve net objectives on a monthly basis
s Instil a performance management culture
Sales Manager – Reports to Distribution Centre Manager
• Ensuring effective distribution of product to all outlets, to achieve
customer satisfaction at all times
c Achieve customer compliancy rate weekly as per company
standard
s Lead and direct team to achieve net objectives on a monthly
basis
b Instil a performance management culture
• Co-ordinate Area account plans to ensure areas delivery towards
regional the regional plan in the organised trade, liaising with Store
Managers or buyers ensure a positive business relationship for
furthering the company’s market position.
• Coach, train and develop Route Sales Representatives and Sales
Assistants in accordance with Leadership on Route.

7. Shift Manager – Reports to Production Manager
• Responsible for 9 Frontline managers, 32 technicians and 120
general employees across 5 production lines.
• FMEA and DOE.
• Setting up of systems to measure
o All types of waste.
o Utilisation Equipment Efficiencies.
o Operator Equipment Efficiency.
• Quality Management and Food Safety.
• EHS.
• Budget Control.
• Production Conformance and Schedule adherence.
• Sound Industrial Relations.
• Strike contingency plans.
• Conducting interviews and assessments.
Relief Production Manager – Reports to Plant Manager
• Responsible for 3 x Shift Managers.
• Responsible for Engineering Department.
• Responsible for executing AOP (Direct Expenses and MOH).
• Budget Control.
• Production Conformance and Schedule adherence.
• Sound Industrial Relations.
• Strike contingency plans.
• Conducting interviews and assessments.
Relief Production Scheduler – Reports to Plant Manager
• Daily Scheduling.
• Supply chain management.
• Reporting to Change Management Team.
• Ensuring production conformance.
• Strike Contingency Plan.
Management Negotiation Team Member with Union – Reports to
Chief Executive Officer
• Represent company at CCMA.
• Engage Union on all Labour related matters as per Operational
Requirements.

8. Positions Held at
Japan Tobacco
International
• Annual Wage Negotiation.
• Strike Contingency Plan.
Regional Sales Manager (Western Cape) – Reports to
Consumer Trade and Operations Sales Director
• Participate in the formulation of volume target on an ongoing basis.
Achieve regional volume, distribution and merchandising objectives
and to keep the C & TM Operations informed of results and
progress against objectives and KPI's.
• Understand the regional dynamics and identify opportunities and
make recommendations to C & TM department in order to grow
business and increase share of market.
• Responsible for territory planning and management, field force
deployment decisions as well coaching, developing and leading
personnel in the C & TM Field Operations department to deliver
excellence in execution.
• Establish and build superior, mutually beneficial trade relationships
within the region, which will result in achieving the highest level of
execution excellence.
• Responsible for effective implementation of sales, distribution,
through the line marketing strategies including merchandising, shelf
planning, channel management and promotional programmes as
defined by the Company. Monitors progress as well as the quality of
materials used and recommends corrective action when necessary.
• Works in close collaboration with respective managers in Portfolio,
Brand and Trade Strategy and Development and Planning as well
as Operations support to ensure alignment and integrated activities.
• Manage and maintain regional office to ensure all company policies
and procedures are followed: Branch and boot stock - compliancy
of these polices are adhered to by the entire team. Ensure optimal
use and control of regional expenses. Ensure that all company
assets are responsibly managed.
• Responsible for brands and channel prioritization, volume and
investment objectives.
• Responsible to lead regional key account commercial strategies
when communicating with buyers.
• Responsible for channel KPI’s and strategies investments.
• Responsible to prioritize accounts, define objectives and strategies.
• Responsible to develop account plans and agree with account.
• Responsible to interpret shopper behavior research, e.g. Nielsen
and TNS, strategies that will impact on the purchase experience and
environment.
• Optimizing JTI volume and profit growth by defining optimum
operating model mix.

9. References:
• Assessing Distributors performance against vs. best practice.
• Mapping where volume and profit are, and identifying gaps and
priorities.
• Define Distributors selling roles, coverage options, resource
allocations, costs and operating model.
• Zakhele Sibiya – 0842062120.
• Dave Griffiths - 011- 249 - 5700
• Themba Nkosi - 0836251218