Thabo Molefe Email & Phone Number

Durban, Kzn, Za

Johannesburg Metropolitan Area

Durban Area, South Africa

• Managed all profit and loss functions and related activities within the Legal Information and Compliance Division, providing strategic direction and driving marketing operations for LexisNexis South Africa.• Developed and implemented strategies to successfully deliver Division revenue to a value of R322m in 2019.• Develop and implement strategies aimed at promoting product Innovation & Development, driving sales strategy, business development and Go-To-Market strategy for the division.• Developed new markets in South Africa and the Rest of Africa (SADC, East and West Africa). • Built effective multi-functional leadership teams by providing powerful guidance and coaching.• Monitored managed and reported on operating and financial results against plans and budgets.• Develop and oversaw implementation of overall marketing, brand and PR strategies.• Served as Executive Director on the Lexis Nexis Board to provide strategic direction.Achievements:• Grew compliance solutions revenue by 131%, online library revenue by 11% and PGS by 37% in 2017.• Drove NPS of key Solutions from 13pts to 46pts in 12 months.• Improved user experience by driving the introduction of UX and interphase refresh programs to online solutions.• Won back lost customers and entered the price sensitive low-end market segment by driving the development and launch of a new pricing approach and product offering to a key segment.• Spearheaded a successful product development road map with key milestones and launches driving the evolution from print to online and digital as platforms resulting in revenue growth.• Managed Customer retention and successfully managed customer online subscriber attrition from 9% to 6.2% over the last 3 years.• Drove the evolution of Practical Guidance Solution (a Web based Legal Guidance Solution) to deliver more than 20% year on year growth over the last 3 years.

Durban Area, South Africa

• Ensured to add value to growth activities by identifying new commercial opportunities and managing marketing efforts, keeping abreast of trends and market conditions to provide strategic advice.• Worked to promote and expand the company’s commercial activity to generate revenues and lead to sustainable growth.• Developed and implemented commercial strategies across all sales channels according to company goals and objectives aiming to accelerate growth by targeting South Africa and English speaking territories on the African Continent.• Responsible for content development and new product and solutions development.• Successfully led a high-performing team, with direct reports including the Sales GM for S.A and Africa, the Marketing Manager, as well as the PR, Brand, Content and Business Development Managers for new and existing Solution lines.• Rolled out and implemented a Customer Experience Program with focus on Customer NPS resulting in an improved NPS score.Achievements:• Drove the integration of Korbitec into LexisNexis, after acquisition. My responsibilities included the Brand integration, which involved engaging a Brand agency, conducting market research and coming up with a brand and product integration strategy. Successfully developed the strategy and implemented it, this involved putting the Korbitec brand to bed, rebranding the business, rebranding the former Korbitec products, defining a new brand architecture, brand and product value proposition.• Grew the E-Commerce online store and doubled revenue from 2015 to 2016 as well as growing by more than 50% from 2016 to 2017.• Drove the launch of several new solutions and grew PGS revenue by 41% in 2016.• Delivered 8% growth in online solutions revenue.• Completed the development of Lexis Assure, launched to market and delivered 2nd year business case revenue in 6 months.• Negotiated a successful deal with SALGA which drove market share in local government space from 20% to 100% in 12 months.

Durban, South Africa

• Developed key growth sales and marketing strategies, tactics and action plans, successfully executing these strategies to achieve targets. • Introduced the concept of a new sales mix approach balancing run rate and large deals with sales pipeline management.• Instrumental in the company attaining year on year growth for the last 10 years, implementing a project to transform the company’s customer and sales approach. This was coupled with a Brand activation rollout, aimed at repositioning the LN Brand as a leader in its space whilst re writing the total value proposition across all market segments.Achievements:• Successfully restructured the Sales/Go-to-market approach, as well the sales team from being transactional and product oriented to value/solution and relationship oriented.• Achieved double digit sales revenue delivery year on year from 2006 to 2010.• Instrumental in landing the biggest customers in the corporate market, financial services market and Government space due to better focus.• Closed the biggest deal with the department of Justice (R11m in 2007) and grew this over 5 times in 10 years.• Grew key accounts and achieved 100% retention rate for 10 years through effective retention plans.• Grew market share to 100% in large law market, large banking segment and managed to unseat a market leading competitor in the Advocates market.• Developed a new value proposition and brand essence for the entire business positioning LexisNexis as an innovative Information Solutions provider instead of a publisher.• Drove the business to deliver positive results year on year, R240m to R1b from 2005 to 2018.• Introduced a Sales Training Programme with new account management focus, delivering high growth in the Key Customer account base and doubling revenue from 2008 to 2015.• Awarded the 2010 Lexis Nexis International Award of Excellence for revenue growth in 2010.

Johannesburg, South Africa

• Assessed and reported on markets and risk to the business, providing oversight of overall company performance.• Reviewed and contributed to the development of strategy, providing input to drive performance.• Appointed as a Member of the Finance Committee to provide Financial oversight and assessment of the financial performance, budget and delivery against plan, as well as assessment of any risk and revenue forecasts.

Johannesburg Area, South Africa

• Managed a team of Enterprise Channel Managers based in Gauteng, KZN and the Western Cape, with a total revenue target of $140-160m per annum.• Responsible for setting and managing sales targets for the team, ensuring delivery of targets across all Enterprise product lines sold via the Enterprise Channel.• Developed strategies to increase HP presence and share of wallet in Channel.• Introduced incentive programs in partnership with HP Product management teams to drive increase in sales.• Recruited and developed channel partners, negotiating agreements and engaging at an executive level.Achievements:• Exceeded all targets during this period and was awarded the 2003/2004 incentive trip to South America as well as the CEO Excellence Award at the end of the 2004/2005 financial year.

Johannesburg Area, South Africa

• Recruited and managed a portfolio of Enterprise Channel partners, managing a total of eight Enterprise Channel Partners, with responsibility for the achievement of partner sales target achievement. • Managed a portfolio of 7 Enterprise Channel Partners with a target of $30m per annum.• Led the training and marketing program within the partner sales team to entrench HP solution focus.• Managed the sales funnel for HP Solutions and products, assisting with the negotiation of deals.• Orchestrated partner access to resources within HP to deliver and fulfil solutions to customers.Achievements:• Introduced the sale of HP PC and Server technology, winning the contract to supply government and closing the largest HP server deal on the RT222 contract.• Exceeded targets and was awarded the BPC (Product Division) International Sales Award, 2002. • Received the award for exceeding targets in 2003, winning a ski trip for 2 to Europe.Roles from 1994 - 2001 include:Previous Designation: Corporate Account ManagerPrevious Designation: Small and Medium Business Partner Account ManagerPrevious Designation: Sales Engineer

Johannesburg Area, South Africa

• Joined as a Graduate recruit, working as Systems Operator for 6-months to train on various mainframe and midrange systems; then on Help desk for a further 3 to 4 months to consolidate systems understanding. • Gained experience as Programmer and Associate Systems Engineer on AS400 and MVS mainframe systems.

Board Leadership Programme, Business Administration And Management, General

Certificate In Leading Customer Centric Growth, Business Strategy

Executive Development Programme, Business Administration And Management, General

Target Account Selling, Business, Management, Marketing, And Related Support Services

Bachelor Of Commerce, Acoounting & Information Technology

Activities and Societies: AIESEC

Bachelor Of Commerce (Bcom), Accounting And Information Technology, 12