Job Title

Terms of Reference (TOR): Cookware OEM Partnership Consultant, WESTERN EUROPE Scope:UK&I, France, DACH, Nordics, Benelux, Iberia and ItalyDuration:3 months (with possibility of extension subject to performance)Location:UK, France, Germany or the Netherlands – with the ability to travel across the region.Reporting Line:Head: Partnerships and Business DevelopmentBackground and Objectives Founded in 2013, BURN Manufacturing is a mission-driven consumer goods company that designs, manufactures, and distributes clean cooking appliances and premium cookware for underserved households in emerging markets. Revenues generated through BURN’s commercial activities in Europe and North America directly subsidise and scale clean cooking access across Africa, enabling millions of households to transition to safer and more sustainable cooking solutions.BURN has commissioned the largest—and currently the only—stainless steel cookware manufacturing facility in Sub‑Saharan Africa. This vertically integrated facility enables the production of high‑quality, cost‑competitive cookware products that meet international quality standards while delivering measurable social impact. To leverage this manufacturing capability, BURN seeks to establish original equipment manufacturing (OEM) partnerships with leading retailers in Western Europe. The objective is to co‑develop and/or manufacture sustainability‑themed cookware products for private‑label or exclusive retail brands, aligned with growing consumer demand for ethical sourcing and environmentally responsible products.BURN is therefore seeking experienced consultants with established retail networks in Western Europe to originate, structure, and close three to five (3–5) strategic OEM partnerships. These partnerships are expected to result in signed pilot sales contracts or full‑scale manufacturing and supply agreements in advance of Q3 2026.Scope of Work The consultant will support BURN in originating, structuring, and closing OEM cookware partnerships with retailers in Western Europe. This engagement is explicitly commercial in nature and focused on measurable outcomes.Conducting primary research–led assessment of the cookware OEM landscape, informed by direct retailer and industry engagement.Mapping priority retailer targets across modern trade and speciality retail channels, including decision‑makers and sourcing structures.Defining compelling OEM value propositions for BURN, including product positioning, pricing, and volume thresholds.Leading senior‑level commercial engagement with shortlisted retailers—outreach, pitch development, negotiation, and deal structuring.Co‑ordinating with BURN’s internal commercial, manufacturing, and technical teams to ensure feasibility, costing accuracy, and pilot or commercial readiness.Supporting the transition from signed contracts to operational handover for Q3 2026 execution.DeliverablesCookware OEM Landscape Report – concise, insight‑led, and explicitly linked to commercial decision‑making. The report must include:Demand Assessment:How leading retailers source private‑label stainless steel cookware, OEM sourcing models, decision criteria, buying cycles, category performance, margin expectations, MOQs, and sustainability‑related price premiums.Compliance Expectations:ESG, traceability, and certification requirements retailers expect from cookware suppliers.Competitor Analysis:Key competing OEMs supplying private‑label or exclusive cookware programs, sourcing geographies, cost positioning, sustainability propositions, and perceived strengths/weaknesses.Commercial White Spaces:Where BURN is competitively advantaged or disadvantaged, including target retailer profiles, product categories, volume bands, and partnership structures.Strategic Implications:Recommendations for product specifications, OEM pitch narrative, target retailer shortlist, and deal structuring.Closed Pilot Sales / Commercial Agreements – origin, negotiate, and close formal, signed pilot sales or full‑scale manufacturing contracts with a minimum of three (3) major or mid‑sized retailers.Each pilot agreement must be structured for pilot execution in Q3 2026, with defined pilot volumes (minimum of 1×40ft container), production readiness milestones, and implementation timelines.Cover private‑label or co‑branded exclusive sustainability‑themed cookware offerings.Define performance KPIs jointly tracked by BURN and the retailer, with explicit criteria for progression to large‑scale commercial rollout in Q4 2026 / Q1 2027.Codify key commercial and trade terms for the post‑pilot rollout phase, including pricing frameworks, payment terms, MOQs, key operational and quality requirements, and indicative annual demand assumptions.Qualified Retailer Pipeline and Deal Tracker – a structured and actively managed pipeline covering at least 2/3 of tier‑1 and tier‑2 modern trade retailers and major kitchenware / houseware specialty chains across Western Europe.Shortlisted target retailers with engagement status.Assessment of commercial attractiveness – expected volumes, strategic fit, etc.Probability of conversion, indicative timelines, and clearly defined next steps.Inclusion only of retailers that have progressed beyond initial contact and engaged in a formal pitch or meeting with an economic buyer.OEM Partnership Playbook – practical, reusable document detailing:Standard OEM pitch narrative and value proposition.Recommended deal structures by partner type.Key objections and recommended responses.Lessons learned to inform future in‑house business development.Milestones and Payments – timeline, payment share, and acceptance criteria for each deliverable (see milestone table below).MilestonesCookware OEM Landscape Report –Within 30 days from contract signature.Payment Share:25%.Description & Acceptance Criteria:Delivery of a concise, decision‑oriented report grounded in primary research and direct industry engagement, meeting all requirements noted above.Qualified Retailer Pipeline & Deal Tracker –Within 30–45 days after delivery and approval of milestone 1.Payment Share:40%.Description & Acceptance Criteria:Demonstration of active commercial engagement with retailers, evidence of a structured pipeline: outreach to at least 75–80% of tier‑1 and tier‑2 retailers in the region; Minimum 10% at closing/contracting stage; Min 40% at active negotiation stage; No more than 50% at discovery or proposal stage.Closed Pilot Sales and/or Commercial Agreements –Within 30–45 days following delivery and approval of milestone 2.Payment Share:35%.Description & Acceptance Criteria:Fully executed binding pilot sales contracts with a minimum of three major or mid‑sized retailers, meeting all requirements set out in the TOR.OEM Partnership Playbook – same timeline and payment share as milestone 3 (35%).Consultant Profile – Required ExperienceMinimum seven (7) years of relevant commercial experience in cookware, housewares, or adjacent consumer goods categories.Demonstrated success in originating, structuring, and closing OEM, private‑label, or exclusive retail partnerships with mid‑sized to large retailers.Hands‑on experience negotiating commercial contracts, including pricing frameworks, MOQs, trade terms, and pilot‑to‑scale transitions.Established, active relationships with category managers, sourcing managers, or private‑label decision‑makers within modern trade and specialty retail channels in Western Europe. Multi‑market exposure is a significant advantage.Technical & Commercial CompetenciesDeep understanding of retailer sourcing models, private‑label economics, and decision‑making processes.Strong grasp of cookware category dynamics – stainless steel manufacturing, quality standards, sustainability‑led positioning.Ability to translate market and competitor intelligence into clear, commercially actionable recommendations.Proven capability to manage senior‑level commercial engagements independently and credibly represent BURN.Personal AttributesHighly execution‑oriented, with a clear bias toward closing deals rather than producing reports.Commercially pragmatic, structured, and outcome‑focused.Comfortable operating with limited supervision and coordinating across technical, manufacturing, and commercial teams.Strong communication and negotiation skills, aligning mission‑driven narratives with retailer commercial priorities.Engagement Duration The engagement is expected to run for three (3) months, commencing upon contract signature. The timeline may be adjusted by mutual agreement based on commercial traction, retailer decision cycles, and deal maturity.Reporting & Governance The consultant will report directly to BURN’s designated senior commercial lead and will work closely with BURN’s business development, manufacturing, and technical teams.Kick‑off alignment meeting within one week of contract signature.Bi‑weekly progress updates covering retailer engagement status, pipeline progression, risks, and mitigation actions.Ad‑hoc working sessions to support deal structuring and pilot readiness.Final close‑out review summarising outcomes achieved and recommended next steps.Performance Management This engagement is outcome‑driven. Performance will be assessed against timely delivery of milestones, quality and seniority of retailer engagement, demonstrable commercial traction, and progression toward signed pilot contracts. Where commercial traction is materially below expectations, BURN may require a formal performance review and corrective action plan. Failure to demonstrate meaningful improvement may trigger early termination.Submission RequirementsExecutive Proposal (max. 3 pages)Clear understanding of BURN’s objectives and proposed commercial approach to delivering the scope of work in Western Europe.High‑level perspective on where OEM traction is most and least likely for BURN, with supporting arguments.Resume / Curriculum Vitae – detailed professional CV.Relevant OEM / Private‑Label Deal Experience – summary of at least three comparable engagements, detailing retailer type, geography, product category, applicant’s role, and commercial outcomes. Must include direct involvement in deal origination, negotiation, and closure.Retailer Access & Network Evidence – indicative list of priority retailers, with evidence of access/network with cookware/housewares category or sourcing decision‑makers. Multi‑market networks highly valued.Sample Commercial Output – redacted example of a prior OEM supplier market entry strategy or category landscape assessment by the candidate.Commercial & Fee Proposal – proposed consultancy fees and confirmation of ability to work within a milestone‑based, performance‑linked compensation structure.References & Declarations – three (2–3) professional references from relevant OEM, private‑label, or retail engagements; disclosure of any potential conflicts of interest and confirmation of acceptance of confidentiality, non‑circumvention, and IP terms.Additional Information – Tier‑1 Retailers Tier‑1 retailers are defined as large‑scale, structurally strategic partners with the ability to support high‑volume OEM programs across multiple markets. Typical characteristics include multi‑country retailers operating in three (3) or more countries, a global store footprint exceeding 300–500 stores, or demonstrable annual cookware category volumes; and established private‑label or exclusive brand programs with centralised sourcing and sophisticated category management functions.Additional Information – Tier‑2 Retailers Tier‑2 retailers are defined as regional, national, or speciality retailers with meaningful commercial potential for pilot programs and strong probability of conversion to scaled OEM partnerships. Examples include:Speciality or premium retailers with smaller physical footprints but high cookware category intensity (units per store), strong private‑label or exclusive brand strategies, or demonstrated openness to sustainability‑led differentiation.Retailers operating across multiple regions, states, or provinces within a single country.Retailer tier classification shall be guided primarily by commercial potential, sourcing sophistication, and probability of scale, rather than store count alone. High‑performing specialty or regional retailers may be prioritised regardless of footprint size.#J-18808-Ljbffr