Cookware OEM Partnerships Consultant - Western Europe

Terms of Reference (TOR): Cookware OEM Partnership Consultant, WESTERN EUROPE
Scope: UK&I, France, DACH, Nordics, Benelux, Iberia and Italy
Duration: 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 Development
1.Background and ObjectivesFounded 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 recently 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 and 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 to engage 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.

1. 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.
The scope of work includes:

• 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, including outreach, pitch development, negotiation, and deal structuring
• Coordinating with BURN’s internal commercial, manufacturing, and technical teams toensure feasibility, costing accuracy, and pilot or commercial readiness.
• Supporting the transition from signed contracts to operational handover for Q3 2026 execution.

1. Deliverables

The consultant will be accountable for the delivery of the following outputs:

1. 1. Cookware OEM Landscape Report

BURN has already completed an initial desktop-based assessment. The consultant’s contribution must therefore be driven primarily by primary research and direct market engagement, including live discussions with category managers, private-label leads, sourcing managers, and relevant industry intermediaries across Western Europe, complemented by the consultant’s own network intelligence and deal experience. The report should be concise, insight-led, and explicitly linked to commercial decision-making. At a minimum, it shall include:

• • • Demand Assessment: How leading retailers in Western Europe currently source private label stainless steel cookware, OEM sourcing models, decision criteria, buying cycles, and category performance (private label vs national brands) for each retailer, margin expectations, MOQs, and sustainability-related price premiums observed in the market.
    • Compliance Expectations: Specific ESG, traceability, and certification requirements retailers expect from cookware suppliers, including how these are assessed, audited, and translated into shelf narratives and marketing claims.
    • Competitor Analysis: Identification of key competing OEMs currently supplying private-label or exclusive cookware programs, sourcing geographies, cost positioning, sustainability propositions, and perceived strengths and weaknesses from a retailer perspective.
    • Commercial White Spaces: Clear articulation of where BURN is competitively advantaged or disadvantaged, including target retailer profiles, product categories, volume bands, and partnership structures where BURN has the highest probability of success.
    • Strategic Implications: Practical recommendations for BURN’s product specifications,

portfolio focus, OEM pitch narrative, target retailer shortlist, and deal structuring.

1. 1. Closed Pilot Sales / Commercial Agreements

The consultant is expected to originate, negotiate, and close formal, signed pilot sales or full- scale manufacturing contracts (not MOUs or non-binding LOIs) with a minimum of three (3) major or mid-sized retailers. In the case of pilot sales, each pilot agreement must:

• • • Be explicitly structured for pilot execution in Q3 2026, with defined pilot volumes (minimum of 1X40ft container), production readiness milestones, and implementation timelines.
    • Cover either private-label or co-branded, exclusive sustainability-themed cookware offerings.
    • Clearly define performance KPIs to be jointly tracked by BURN and the retailer, including explicit criteria for progression to large-scale commercial rollout in Q4 2026 / Q1 2027.
    • Codify key commercial and trade terms applicable to the post-pilot rollout phase, including pricing frameworks, payment terms, minimum order quantities (MOQs), key operational and quality requirements, and indicative annual demand assumptions.

1. 1. Qualified Retailer Pipeline and Deal Tracker

A structured and actively managed pipeline of priority retailer opportunities covering at least 2/3 of the tier-1 and tier-2 modern trade retailers and major kitchenware / houseware specialty chains across Western Europe.

The pipeline shall include:

• • • 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.

The pipeline should include only retailers that have successfully moved beyond initial contact and engaged in a formal pitch or meeting with an economic buyer with the authority to approve OEM or private-label agreements.

1. 1. OEM Partnership Playbook

A practical, reusable OEM partnership playbook documenting:

• • • Standard OEM pitch narrative and value proposition.
    • Recommended deal structures by partner type.
    • Key objections encountered during negotiations and recommended responses.
    • Lessons learned to inform future in-house business development.

1. Milestones and Payments

Milestone	Timeline	Payment Share	Milestone Description & Acceptance Criteria
Cookware OEM Landscape Report	Within 30 days from contract signature date.	25%	Delivery of a concise, decision-oriented report grounded in primary research and direct industry engagement (not desk research), that meets all the requirements noted in clause 3.1.

Qualified Retailer Pipeline & Deal Tracker	Within 30–45 days after delivery and approval of milestone 1	40%	Demonstration of active commercial engagement with retailers, evidenced through a structured pipeline. The consultant must have conducted outreach to at least 75% or 80 retailers (whichever is higher) of tier-1 and tier-2 modern trade retailers and major kitchenware/houseware specialty stores in the assigned region. Of the total qualified pipeline: Minimum 10% must be at closing or contracting stage for pilot sales; Minimum 40% must be at active negotiation stage; No more than 50% may be at discovery or proposal stage. Only retailers that have progressed beyond initial outreach and engaged in a formal pitch or meeting with an economic buyer may be included.
Closed Pilot Sales and/or Commercial Agreements and OEM Partnership Playbook	Within 30–45 days following delivery and approval of milestone 2.	35%	Fully executed binding pilot sales contracts with a minimum of three (3) major or mid-sized retailers, meeting all requirements set out in Clause 3.2 of this TOR. In addition, the Consultant should provide an OEM Partnership Playbook that complies with the requirements set out in clause 3.4.

1. Consultant Profile Required Experience

• Minimum 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 speciality retail channels in Western Europe. Multi-market exposure will be a significant advantage.

Technical & Commercial Competencies

• Deep understanding of retailer sourcing models, private-label economics, and decision-making processes.
• Strong grasp of cookware category dynamics, including stainless steel manufacturing, quality standards, and 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 Attributes

• Highly 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, with the ability to align mission-driven narratives with retailer commercial priorities.

1. 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.

1. 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.

Reporting expectations include:

• A 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.
• A final close-out review summarising outcomes achieved and recommended next steps.

1. 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.

1. Submission Requirements

Interested consultants are invited to submit the following:

1. Executive Proposal (max. 3 pages)
   • Clear understanding of BURN’s objectives and proposed commercial approachto delivering the scope of work in your assigned region (Western Europe).
2. • High-level perspective on where OEM traction is most and least likely for BURN and supporting arguments.
3. Resume / Curriculum Vitae
   • A detailed professional CV for the candidate.
4. Relevant OEM / Private-Label Deal Experience
   • Summary of at least three (3) comparable engagements, detailing retailer type, geography, product category, applicant’s role, and commercial outcomes. Experience must include direct involvement in deal origination, negotiation, and closure.
5. Retailer Access & Network Evidence
   • Indicative list of priority retailers the consultant believes are realistic targets for BURN, including evidence of access/network with cookware / housewares category or sourcing decision-makers at the selected retailers. Multi-market networks will be highly valued.
6. Sample Commercial Output
   • A redacted example of a prior OEM supplier market entry strategy or category landscape assessment completed by the candidate.
7. Commercial & Fee Proposal
   • Proposed consultancy fees and confirmation of ability to work within a milestone-based, performance-linked compensation structure.
8. 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. These typically 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.

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. These may 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 prioritized regardless of footprint size where eco #J-18808-Ljbffr