Tebogo Mekoa

• Full accountability for overall financial and operational performance of the South African Retail Fuel marketing network, which includes the development and ownership of overall retail network strategy and growth plan
• Ownership of associated bottom-up P&L, cash flow and balance sheet forecasts and actual results
• Responsible for setting the Retail strategic direction for Astron Energy in South Africa, including a relevant and competitive Customer Value Proposition (CVP), including creating Loyalty of our customers to the brand
• Accountable for the maintenance and growth of the existing network and rebranding from Caltex to Astron Energy
• I oversee network planning, site acquisitions/divestments, site maintenance and new site construction
• Engagement with and driving profitable relationships with branded marketers
• Responsible for identifying and driving profitable non-fuel retail opportunities and partnerships, which include innovation to support increased company and retailer profitability
• I have the responsibility of delivering the Retail transformation agenda and making Astron Energy the Next Biggest Fuel brand in South Africa
• Managing and leading a team of experts in delivering the strategic objectives of the Retail business

Some Highlights:

• Championed a culture change following a major restructure with various BU’s having to come together and learn how to work collaboratively, breaking down silos and creating new operational standards and processes
• Successful rebranding of more than 200 sites in 2023
• Successfully led cross-functional teams to achieve key performance indicators and drive positive results across the organization, and stopped the historical year-on-year market share loss
• Cultivated and strengthened lasting retailer relationships using strong issue resolution and dynamic communication skills.
• Reduced operational risks while organizing data to forecast performance trends.
• Established standard operating procedures that enhanced employee performance.
• Improves security of supply to the retail business through cross-functional collaboration and planning, coupled with high quality demand planning and channel prioritisation
• Managed budgets, financial forecasts, and resource allocation to ensure achievement of organizational goals.
• Developed high-performing teams through effective coaching, mentoring, and performance management strategies.
• Delivered consistent results in challenging market conditions through sound decision-making based on comprehensive data analysis.

• Responsible for leading the development of Marketing & Communications strategy focusing on the Brand, Offers and Business Development opportunities for South Africa and Mozambique
• Responsible for developing and managing strategic partnerships for BP to ensure business growth and market share capture, while creating a competitive advantage for BP through distinctive positioning and CVP, offers for both B2B & B2C channels using innovation & offer development.

Some Highlights:

• Leading the full end-to-end development and successful launch of Loyalty partnership with PnP Smart Shopper – November 2018
• Development of strong partnerships with media houses leading to reduced marketing cost but maintaining high share of voice – 2016
• Initiator and manager of the strategic partnership with Avios on a new loyalty program - 2013
• Responsible for the creation of the partnership with Discovery Insure and creating one of the most innovative and differentiated consumer behaviour change agent (loyalty program) - 2012
• Established, initiated and optimized business development strategies based on company targets, product specifications, market data, and budget factors.
• Planned and executed marketing campaigns to target groups, areas and wider community.
• Generated sponsorships with related and partnering entities to enhance marketing objectives.
• Developed new branding strategies and marketing collateral to foster business development and achieve revenue targets.
• Developed marketing professionals, offering mentoring and coaching to build knowledge and skills.

• Responsible for leading the creation and implementation of fuel marketing strategies, driving the Clean Fuels agenda and the development of the various fuels and technology offers to grow BP’s market
• Developed new value added services that support fuels sales growth, including new Methods of Payment, Loyalty programs, Quick Service Restaurants etc.
• Led the development of the Fuels Product Strategy on a 5 year rolling basis and responsible for the Fuels Category Plan for the long term
• Achieved established KPI for company, regional team and individual performance through teamwork and focus on customers.
• Collaborated with advertising group to create uniformity between advertising messages and retail incentives.

• Responsible for Sales Operations and delivering the retail strategy throughout South-Africa – Retail and Commercial,
• Owned the national sales P&L and delivery thereof
• Providing leadership, direction and coaching through Regional Sales Managers and Territory Managers in order to deliver the organisation’s objectives on HSSE, operational standards and business performance

Some Highlights:

• Built a culture of operational excellence by developing and implementing key performance measures.
• Reduced process bottlenecks by training and coaching employees on practices, procedures, and performance strategies.
• Developed and implemented strategies to maximize customer satisfaction.
• Empowered employees to take ownership of their responsibilities, leading to increased accountability and improved performance outcomes.
• Retail performance turnaround to profitability in 2010
• Handled problematic customers and clients to assist lower-level employees and maintain excellent customer service.
• Leading a Sustainable Cost Management initiative for the Sales and Marketing business unit in 2010 which resulted in streamlined operations and overall reduction of costs

• Responsible for the establishment and leadership of a project team to review BP’s franchise business to ensure profitability for both BP and its franchisees, as well as ensuring competitiveness and sustainability from a return on investment perspective
• Development of a new Franchise Model and Fee Structure for BPSA as a foundation to ensure the success of a new global Retail operational excellence programme that was to be introduced in 2007
• Gained strong leadership skills by managing projects from start to finish
• Used critical thinking to break down problems, evaluate solutions and make decisions.
• Coordinated cross-functional teams and resolved conflicts, maintaining a positive work environment throughout the project lifecycle.
• Ensured regulatory compliance by closely monitoring applicable laws and regulations within the industry sector throughout each stage of the project life cycle.
• Led and managed all network negotiations to ensure early take-up and resigning of new contracts, leading to a successful implementation of a new commercial model and a 2% increase in franchise fees
• Also developed franchisee/dealer management processes for contract management and created a dealer pipeline to ensure availability of good dealers for the future

• Responsible for developing and delivering BP’s Retail and Commercial Fuels strategy and category/marketing plans for cost effective execution through the Retail Network in the Africa Business Unit
• Development of fit for purpose offers for Rest of Region in line with BU strategy
• Adapted and implemented the FMG (Fuels Management Group) Global strategy in Africa and developed the SA Marketing plan for the fuels category
• Responsible for defining of pricing frameworks for the fuels category
• Gave steer to the fuels communications strategy development, working with the Brand and Corporate Communications teams to define and execute action plans including advertising and promotion campaigns
• Supported engagement with local authorities and participated in influencing the fuels policy development which included the Clean Fuels legislation
• Became the COE (centre of excellence) for Fuels Marketing within the Business Unit
• Served as advisor to the global Fuels Management Group on regionally or centrally defined frameworks and guidelines, local performance, channel performance, local competition, legislative and market trends and provide input on long term legislative issues
• Successfully managed BP’s Clean Fuels project to ensure compliance with the new clean fuels legislation of phasing out lead in January 2006
• Leadership of the strategy formulation and delivery of BPSA’s new and most innovative and progressive new brand of fuel - BP Ultimate, launched in September 2006. This is the first time BP in SA has moved from marketing fuel grades, to developing a fuel brand that is able to leverage a lot of different opportunities in the marketplace and one that is sure to assist BP in regaining market share and reclaiming leadership in the fuels arena

• Responsible for the strategic development and implementation of innovative offers for the Commercial & Industrial business unit, i.e., how we position our offers in the market
• Responsible for developing and gaining acceptance of product enhancements by researching different options available, reviewing market trends, understanding customer segments and analysing competitors; evaluating business need and appropriate alternatives
• Ensured that change management of existing Equipment Specifications happens according to agreed procedures and are recorded into the relevant Standards Manual
• Responsible for motivating offer changes through financial evaluation, securing funds for execution and managing the relevant financial budgets
• Developed and successfully launched the C&I customer offer for the first time, the same offer taken to market by BP’s JV Masana, and later successfully launched the Retail Core/Customer offer

• Responsible for setting up a department and management of all tendering and contract management activities within BP’s Commercial & Industrial Performance Units
• Responsible for growing the company’s tender business
• Managing government relationships
• Developed a end-to-end process to identify, prioritize and manage proposal responses for new business opportunities (specifically tenders), incorporating innovative contracting solutions that provided a competitive edge. Led cross-functional team collaboration.
• Assessed contract performance against established KPIs, identifying areas for improvement and driving continuous improvement initiatives.
• Streamlined contract processes by implementing standardized templates and procedures.
• Provided expert guidance to colleagues on contract interpretation and application, fostering a culture of compliance within the organization.
• Collaborated with legal counsel to develop comprehensive risk assessments for high-value contracts, safeguarding company interests.
• Successful set up of Contracts & Tender department from complete non-existence and improving the company’s success rate on tenders business to a 51% hit rate.

• Managing a team of Key Account Managers responsible for BP’s National Construction and Mining businesses e.g., Kelgran Group, Grinaker, Murray & Roberts, Great North Mining etc
• High level negotiations with existing and potential customers at head-office level
• Business development - ensuring business growth and profitability of existing accounts and managing budgets
• Implemented systems and procedures to increase sales.
• Exceeded sales quotas and increased profitability through effective sales strategy and business planning.
• Analyzed industry trends to maintain a competitive edge in pricing strategies and product offerings.
• Consolidated the Mining & Construction portfolio and aligned it to the new strategy that was adopted by the C&I business, which resulted in shedding of customers due to their high cost-to-serve
• Achieved consistent year-over-year growth in both revenue generation and territory expansion through strategic planning and execution.
• Built relationships with customers and community to establish long-term business growth.
• Trained and developed exceptional sales leaders.
• Created customized solutions for unique client needs resulting in increased customer satisfaction.
• Resolved problems with high-profile customers to maintain relationships and increase return customer base.
• Reduced my portfolio’s credit book from 18% to an average monthly of 9%
• Retained 2 main customers in the Northern Province region (Mooketsi Transport and ZZTwee) from being poached by a Competitor due to a better offer

• Ensuring the attainment of territory sales, increasing our market share by obtaining new customers and meeting the sales budget as set out by the National Sales/Marketing Manager
• Identify sales opportunities and implement necessary steps to take advantage of them
• Providing technical solutions to existing and potential clients as far as inspection and coding in the packaging industry is concerned
• Managing the entire value chain with regards to sourcing and marketing of our products
• Drawing up of contracts, proposals, rental agreements etc
• Putting together a pricing structure for most of our equipment and making sure that we are competitive with the rest of our competitors
• Developed a policy for equipment rental which created a new business stream which previously didn’t exist
• Increased our export business % contribution from about 15% to 25% by increasing our service levels and business development activities in both Botswana and Swaziland
• Opened up completely new business opportunities by innovating solutions for unique applications in untapped industries e.g., Pharmaceuticals
• Developing a fully automated printing system for one of the pharmaceutical companies while working at Bevcan - 1999
• Developing a equipment rental policy for Inspection & Coding Systems, a division of Bevcan - 1998

• Pre-delivery inspection of new inspection & coding equipment
• Installation and commissioning of the same equipment including all modifications required on site
• Repairs and servicing of customer equipment including preventative maintenance
• Designing of automation systems for complex installations and applications

• Repairing and servicing of domestic and high-tech electronics appliances
• Repairing and servicing of world receivers, midi systems, hi-fis, car radios, cd-players and other hi-tech electronic equipment