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Case Studies
We find talents, who
develop organizations
and deliver on strategies

SEARCH CASE:
FMCG - FOOD INDUSTRY
CLIENT:
A well-known and recognized name in the fish industry; a world mar-
ket leader for many years with a solid knowledge and experience with
processing fish and producing seafood products.
With plants world-wide and more than 1400 employees.
POSITION:
PRODUCTION DIRECTOR, responsible for 4 sites in 3 countries.
The Production Director is responsible for securing the integration of
all 4 sites into one common platform that match the rapidly changing
market opportunities and also establish clear target setting, bench-
marking and calculation principles and thereby increasing the overall
performance.
TIME FRAME:
Right candidate – ASAP!
Initialisation:
Primo April advertising on Stepstone, engaging personal, public
networks, LinkedIn, Xing etc. and own databases.
PROCESS:
Week 1
Profiling
Contacted: 23 Candidates
Telephone Interview done: 7 Candidates
Personal interview done/scheduled: 2 Candidates
Week 2
Week 3
Week 4
Ready for 1st Presentation 3 Candidates
Ready for 2nd presentation: 1 Candidates
Week 5
Ready for 2nd presentation: 1 Candidates
Week 6
Ready for 2nd Presentation & case: 3 Candidates
Contract signed ultimo June
On-boarding New Production Director 1st September.
Cutting edge headhunting ...
For further insight and references please contact Birn + Partners
PRODUCTION DIRECTOR

Toms Group
Toms is the largest manufacturer of candy and chocolate in Denmark.
At Toms Group they work every day with many aspects of the business
to manufacture and sell the best confectionery products. The goal is to
be the leading Nordic confectionery provider with an international focus.
At Toms Group they work passionately to produce original quality
products and continuously create social and environmental improve-
ments throughout the supply chain.
Toms will expand its market position as one of the industry’s pio-
neers, so the brands are always embedded in the consumers consid-
erations. With a new chairman and CEO onboard Toms Group are well
prepared for the challenges ahead. See more at www.toms.dk
The position
The Sales Director is responsible for sales in Denmark and the border
trade. The Sales Director reports to the CEO, and has 4 Business Unit
Managers as direct reports and 36 indirect reports within the sales
department. One of the many tasks will be to ensure coherence be-
tween Toms Group’s overall vision and strategic sales efforts.
The overall responsibility consists of the following:
• Management, development and motivation of managers and
employees
• P / L responsible for +1000 million. DKK.
• Ensure that there is a strategic approach to the market and sales
process and that this is executed in the department’s activities and
behavior
• Maintain and expand market share and ensure a professional
customer interface
• Ensure that there is a good balance in partnership with the chains
in Denmark and the border trade
• Ensure that sales department supports the challenges of the

market in terms of annual consultations, including price
competition, market share, so as to find optimal product mix
• Strengthen the culture and ensure a clear strategic and operational
direction of the department in line with the overall strategy of
Toms Group
• Ensure that the department has access to the analysis of markets,
competitors, channels, etc.. and operated focused and
resultoriented
• Ensure that all annual consultations completed within the agreed
strategic and operational framework, as defined in the group
• Optimize the performance of customers, product groups and
products
• Development and implementation of the strategic efforts of the
sales organization
The candidate
You have many years of experience from leading positions in the
FMCG and a good knowledge of the major chains in Denmark as well
as the border trade. You also have great strategic insight in relation to
the use of Nielsen numbers and data in general, so as to be able to ad-
just sales efforts and add value to customers. For personal qualities
Emphasis is given as follows:
• Strong strategic insight with respect to sales, retail
• Extensive experience in developing key accounts and category
development adds value
• Strategic orientation with clear analytical skills to understand and
analyze relationships
• Have solid business and financial understanding
• A good track record in similar position
• Good communication skills
• Leadership is a natural part of your DNA
• Master. Merc., MBA, HD, etc.
Highqualityconfectionarythat
needshighqualityleadership...
SALES DIRECTOR / VP SALES DENMARK + BORDER

Lookingforhigh-endfoodmanagement
SELECTION CASE:
FMCG – FOOD INDUSTRY
CLIENT:
A major player within the fish industry with a proven track record of
several decades and a business with production sites in 3 countries
and over 500 employees. Producing high standard, frozen conveni-
ence fish products to leading European retailers and customers in the
FMCG industry.
POSITION:
The Managing Director will be responsible for the production focusing
on yields, productivity, and cost control and as such be a very visible
manager. The plant in Poland is a state-of-the-art production facility,
and the Managing Director will lead through a well-established and suc-
cessful management team and +1000 employees – mainly blue collar.
The key words for this position are thorough food production experi-
ence, leadership personality and hands-on management.
The MD will refer to the Executive Vice President residing at HQ in
Denmark.
The MD will need to take ownership of the business, driving profitability
through people, products and processes. The task is to further develop
skills in the team and results on the site, adding value through inspira-
tional leadership, mentoring and coaching.
Relocation package is included or commuting setup is possible.
TIME FRAME:
Q1 2014
Initialisation:
1st December 2013, Online advertisement, engaging personal and
public network, LinkedIn, Xing etc. in Germany, Sweden, Norway,
Finland, Denmark, Holland, Benelux, Austria and UK
PROCESS:
Week 1
Profiling: Scoping from Food industry in North/Western Europe
Telephone Interview done 7 Candidates
Personal interview done: 2 Candidates
Tests & Assessment: 0 Candidates
Week 2
Week 3
Christmas/ New years holidays 2013
Week 6
Contacted: 41Candidates
Week 7
Ready for 1st Presentation: 3 Candidates
Week 8
Ready for 1st Presentation: 2 Candidates
Ready for 2nd Presentation: 3 Candidates
Week 9
Ready for 2nd Presentation: 2 Candidates
Contract signed
Onboarding new Managing Director 1st March 2014
MANAGING DIRECTOR

What to do if you cannot find or woo away any sales person that you
really need for Business development?
The answer could be ... find talents for sales and develop them!
Task
A leading manufacturer of telecommunications equipment markets
its products through a nationwide dealer network. These are medium-
sized and smaller companies with 20-200 employees, mostly without
their own HR or training department. The achievement of ambitious
goals for increasing market share is only possible with a strengthen-
ing of the sales force in the dealer organization.
Goal
Enable the partners by organizational and financial support to take
the services of a professional HR consulting company and search for
appropriate sales talents, train and make them successful. Financial
sponsoring from the marketing budget of the manufacturer. This new
sales personnel contributes to sales and growth within distribution
partners and manufacturers. The partners carry a proportional share
of the costs.
Executive Summary
In markets characterized by a very tight situation of available special-
ist staff, you cannot ignore the question of the talent search and
development. In general, the training of talents is associated with high
costs. Ensuring a high probability of success is not possible without
appropriate, valid and reliable selection tools. With “new in job” per-
sonnel or “career changers”, your investment needs to be secured by
a professional process.
At Birn + Partners, we have a high level of competence in this task and
have the appropriate tools to manage the process. We like to advise
you in planning and designing, take over the project management and
the implementation of necessary measures.
A pipeline of sales talents ...
ACCOUNT MANAGERS

Responsibilities & tasks
• Designing, developing, and implementing an overall sourcing
strategy utilizing the expected significant savings potential
(e.g. in supplier base consolidation)
• Design & implementation of proper Category Management
principles, hereunder navigate the complex organization and
politics across factories and regions
• Ensure development of fact-based category strategies which can
obtain support across the organization and become a reality
• Negotiate and facilitate effective & efficient supplier qualification
processes requiring e.g. product & manufacturing tests
• Actively support development of valuable spend analysis and
recommending cost reduction opportunities
• Increase spend under control, hereunder develop and implement
standard contracts and obtain a high degree of contract coverage
as well as contract compliance and follow-through
Professional qualifications and work experience
• Vast knowledge of and experience with strategic sourcing &
category management (demand analysis, market research,
creating & implementing category strategies, supplier selection
- RfQ, supplier evaluation & qualification, supplier implementation,
SRM activities, establishing and developing governance of sourcing
decisions)
• Demonstrated capability of developing aggressive, but achievable
category plans and achieving or exceeding those plans
• Being a savvy negotiator who can identify creative opportunities for
cost reduction and synergies
• Knowledge of and experience with Supplier Relationship
Management
• Knowledge of and experience with operational procurement master
data, processes and execution
• Change Management skills
Leadership & personal skills
• A true leader who is highly motivated and able to lead others in
pursuit of company goals
• Outstanding business acumen. Right balance of “thinker” and
“doer”. Can translate strategy into action
• Cross cultural understanding that facilitates a good cooperation
with international colleagues
• Possesses unimpeachable integrity and strong personal values
• Creativity and maturity to effectively challenge the ‘status quo’ of
existing business practices.
• Solid judgment in making decisions and taking action that builds
business momentum
• Excellent communication and interpersonal skills that serve to
influence, persuade, motivate and compel support for key ideas
and initiatives by delivering clear, well-structured presentations
International search, 11 weeks, 62 candidates have been evaluated.
Adoorwaytosourcing&procurement
VICE PRESIDENT SUPPLY CHAIN

HowtobuildaCountryManager...
SELECTION CASE:
FMCG – BUILDING & CONSTRUCTION
CLIENT:
More than 51,000 forest owners in southern Sweden are members of
the economic association called Södra. They own just over half of all
privately owned forest in the area, as well as a group of companies
that are successful in both Swedish and international markets.
Södra hase 3.800 employees. The Group’s four business areas produce
sawn and planed timber goods, interior products, paper pulp and
biofuel.
MEDIA:
Mobile
POSITION:
Country Manager/ Sales Manager DK, - total P/L responsibility
You will be in charge of the development and implementation of the fu-
ture sales set-up and go-to-market strategy for Denmark. Being a front
runner and setting the course for the team you will play an important
part of our new Nordic market strategy. Through sales and marketing
on both strategic and operational level you will work towards an even
stronger position for Södra Interiör A/S. Target groups are professional
dealers in the Nordic region and DIY chains.
TIME FRAME:
Right candidate – in place Q1
INITIALISATION:
Primo October
PROCESS:
Week 1
Profiling
Week 2
Week 3
Week 4
Week 5
Week 6
Ready for 2nd Presentation & case 2 Candidates
Contract signed ultimo November
On-boarding New Country Manager/Sales Manager 1st January
Södra Interiör er en skandinavisk interiør producent, der skaber træbaserede
indretningsløsninger fra gulv til loft. Vores mål er at skabe miljøer, man trives i
og nyder såvel hjemme, på kontoret og i det offentlige rum. Bæredygtighed er en
integreret del af vores forretning. Alle råvarer til vores produkter kommer fra
skove. I dag er vores produkter repræsenteret over hele verden, primært i Europa
og Asien. Vi har 600 ansatte og en omsætning på 1,3 milliarder SEK.
Södra Interör er en del af skovkoncernen Södra.
Country Manager / Sales Manager
Södra Interiör er en markedsledende nordisk producent af træprodukter
fra gulv til loft. Den nye Country Manager bliver en vigtig del af en ny og
spændende strategi.
Vi forventer, at du, som stærk salgsdrevet lederprofil, formår at udbygge
og videreudvikle det danske marked med afsæt i Södras stærke
produktsortiment og brand. Du går selv forrest i teamet og brænder
for salg, udvikling og vækst!
Læs mere og søg stillingen på stepstone.dk
Rekrutteringsprocessen sker i samarbejde med Birn + Partners
Kontakt: Allan Rønsholt, Executive Consultant & Headhunter,
tlf.: +45 22.798.098
Erfaring med indretning og træ søges for Södra Interiör i Danmark
Print Online
COUNTRY MANAGER

THE POSITION
The EHS Manager’s overall task is to ensure an effective integration of
EHS in the business and assure the organisation’s EHS policy, stand-
ards and procedures are fully implemented across all functions.
It will thus be required both to coordinate own team efforts and to
coordinate and ensure agreement from business managers to ensure
policy and standards are being implemented.
The coordination task is comprehensive and great experience with
working in a matrix setup is required considering the various loca-
tions of the production sites.
Tasks
• Identify problem areas and update working methods and
techniques
• Implement efficiency measures, ensuring standards are kept
• Ensure effective integration of EHS in the business
• Create strong relationships between the organisation and regional
EHS functions
• Perform and implement risk management
• Provide support to internal and external audit processes in
verifying compliance and continuous improvements within the area
of health, safety and the environment
• Define the legislative EHS training requirements and support
Training Department in developing and implementing compliant
training programmes to meet the requirements
• Stay oriented about the quality system and the procedures that has
a significance to the position and to conduct the work accordingly
• Drive activities that will improve the environment
• Interact with both external and internal stakeholders, management,
suppliers and customers
THE CANDIDATE
The right candidate has several years of international experience
with EHS, preferable from a large industrial production. The candidate
must have significant project management knowledge and be able
to discuss projects both as a manager and a technician. You must
possess strong communication skills and be able to obtain buy-in
from business managers and discuss with top management as well
as with site teams. You are a self-starter and approaches work in a
structured manner, are able to navigate in a matrix organisation and
have considerable technical flair and understanding. You see change
as positive and you are able to increase the acceptance of EHS within
the organisation.
67 candidates
9 weeks to close the contract
International assignment
Implementationof
BusinessExcellence
EHS MANAGER

SELECTION CASE:
Logistics and Distribution
CLIENT:
The Danish company of a large international group with representa-
tions in more than 50 countries and a solid European set of values.
They handle, store and distribute liquid products for some of the larg-
est players in the field with very high standards also when it comes to
safe handling and environmental issues.
POSITION:
HSSE Manager, responsible for all matters pertaining to Health, Safety,
Security, Environment and Quality. S/he oversees, co-ordinates and
works with Operations- or Engineering Manager as relevant to ensure
control of all activities within the terminal which require particular
attention from an HSSE risk and liability standpoint. S/he will ensure
that these activities are in compliance with the Company’s HSSE
policy and inspire employees and contractors to adhere to the stand-
ards by example, motivation and control. S/he is the contact person
for third parties like authorities, fire brigade, customers, companies in
the neighbourhood as well as insurance companies.
TIME FRAME:
Immediate, but the right candidate
INITIALISATION:
11th February 2014
PROCESS:
Week 1
Profiling
Personal Interview done: 0 Candidates
Week 2
Telephone interview done: 19 Candidates
Week 3
Week 4
Week 5
Test and assessment: 2 Candidates
Week 6
Withdrawn/rejected: 46 Candidates
Week 7
Withdrawn/rejected: 46 Candidates
Week 8
Ready for 1st presentation: 3 Candidates
Week 11
Ready for 1st presentation: 1 Candidate
Ready for 2nd presentation: 1 Candidate
Contract agreed 15th May for start-up 1st July.
Your liquids are safe with us ...
HSSE MANAGER

Headhunting case:
Renewables – Offshore Wind
POSITION:
As HSEQ Director your overall task is to ensure an effective integra-
tion of EHS in the business and assure the organisation’s EHS policy,
standards and procedures are fully implemented across functions
on a global basis, at the same time ensuring compliance with local
EHS legislation. It will thus be required both to coordinate own team
efforts and to coordinate and ensure agreement from business
managers to ensure policy and standards are being implemented.
You will develop the new strategy for HSEQ and implement ownership
culture among all employees leading to improvements in culture and
behaviour.
Candidate:
The right candidate has several years of international experience with
EHS, preferable in Offshore, Wind, Oil/Gas or from larger industrial
companies. You must possess strong communication skills and be
able to obtain buy-in from business managers and discuss with top
management as well as with site teams. You are a self-starter and ap-
proaches work in a structured manner, are able to navigate in a matrix
organisation and have considerable technical flair and understanding.
You can lead and support highly skilled specialists working globally
without unduly interference with their responsibilities. 60 days of
travelling per year are to be expected.
PROCESS:
Week 1
Profiling
Week 2 - 3
Search
Week 4 - 5
Assessment, tests and references
Week 6 - 7
Presentation of 4 candidates.
Week 8
Closure
Second presentation including case project from 2 candidates
Contract signed and Onboarding intitiated for the first 100 days.
Safety first also in energy ...
HSEQ DIRECTOR

Founded in 2009 in Denmark by two financially strong, global ship-
ping companies, Nadiro has links to all areas of modern high technol-
ogy in the field of sea rescue. The systems are compatible with all
major standards and standards-compliant (MED, USCG, NORSOK
R002) and the relevant European standards.
For further development of the European markets Germany, Nether-
lands, Italy and Greece, we are looking for a strong candidate M/Fm to
fill the position of International Sales Manager
The position is new with Nadiro, and due to the enormous growth of
the company.
Your responsibilities:
• Market potential / structure of the markets in D / NL / IT / GR
• Identification of potential customers
• Intensification and expansion of cooperation with the
representatives of VIKING Life Savings in the different markets
• Professional sales work and completion of orders
• Reporting, management of the CRM system
Your profile:
• You have a solid training in the nautical sector and professional
experience
• Sales and marketing experience in the fields of shipping tech-
nology, life safety systems, or similar shipping similar technologies
• A high degree of self management, self-organization and
communication skills
• To ask for the business with clients does not scare you
• Home Office, preferably in a North German town, is available to you
• You like to travel, probably about 50% of your time.
The offer:
• Thorough training at company headquarters in Denmark
• A task appropriate attractive salary. Performance-based variable
• Pension Plan
• A package consisting of company car, home office equipment,
mobilephone etc.
• Continuous training and development
• Very good market access by the colleagues of VIKING
• Career prospects by enormous market potential and growth
• Job security through membership in global co-operations
Lifesavingisthebusinessofour
client!
International Sales Manager

RelationsintheCloud...
SEARCH CASE:
SOFTWARE – CRM SYSTEM VENDOR
CLIENT:
An International Market Leader within cloud-based CRM
Software. The client has shown continuous and strong
growth over the years and is now represented with own
organization in many European countries.
POSITION:
The International Marketing Director will be responsible for
optimizing the International Lead generation, ensure execution
of the Marketing plan and managing the local marketing team
as well as leading the international organization.
TIME FRAME:
Accept to wait for the right candidate but aimed for a starting
date September 1st 2014
INITIALISATION:
June 2014 - Our customer initiated the case close to the
public summer vacation period being aware of the
challenges of candidates being on vacation during
the process that included engaging personal and public
networks incl. LinkedIn and advertising on Stepstone
PROCESS:
Week1
Profiling
Telephone Interview with: 1 Candidates

Week 2
Longlist: 61 Candidates

Week 3

Week 4
Personal Interviews with: 4 Candidates

Week 5

Week 6 – Public Holidays
Ready for 1st presentation 5 Candidates

Week 7 – Public Holidays
Ready for 2nd presentation w. case 3 Candidates
Contract Signed with new International Marketing Director
International Marketing Director

AddingupwithExecutiveAdvisors...
SEARCH CASE:
FINANCE – PRIVATE PENSION
CLIENT:
Our Client is a Danish Subsidery to the Leading Global
Providor of Risk Management and Insurance Brokerage.
In Denmark, they offer impartial advice on customers’
private pension savings to optimize their cost structure.
With more than 5,000 customers with a total pension
portfolio of over 9 billion. kr. - they become the largest
independent broker for private pension in Denmark.
POSITION:
2 Executive Advisors, responsible for executing on customer
meetings whereby their customers are offered the lowest
cost of their pension based on pre-analyzes and comparison
of the constant supply of relevant pension products on the
Danish pension market.
TIME FRAME:
Right Candidates - ASAP
INITIALISATION:
March 2014 engaging personal and public networks,
LinkedIn and advertising on Stepstone
PROCESS:
Week1
Profiling

Week 2
Longlist: 117 Candidates

Week 3

Week 4
Personal Interviews with 2 Candidates

Week 5

Week 6-7 – Public Holidays
Ready for 1st presentation 4 Candidates

Week 8
Ready for 2nd presentation w. case 3 Candidates
Contract Signed with two Executive Advisors.
Executive Advisors

POSITION
With reference to the operations manager you will be responsible for
the printing department, with three middle managers in direct report
and 60 hourly employees working in three shifts. This department is
a core function of the company, which print high quality packaging
gravure and flexographic printing. The department also includes the
necessary support functions such as pre-press, preparation and color
mixing.
You will be responsible for the tasks and projects carried out acc.
schedule, budget and department KPI’s. As Department Manager you
must be able to work both from the strategic and operational perspec-
tive. Your main task will be to maintain and develop the performance
level in the printing department, where you will be working both on
the development and optimization of processes and workflows - and
partly with the skills of middle management and motivation of the
hourly workers. LEAN is a crucial keyword in the continuous develop-
ment of the department.
THE CANDIDATE
You are trained and educated within the printing industry followed by
management training or if not you are an engineer and has several
years experience in production management. You have an analytical
and fact-based approach to problem solving and possibly extensive
LEAN training. Experience from the packaging business will be an
advantage.
As manager you will lead and achieve results by inspiring and
motivating your employees. You take responsibility and create quick
overview in stressful situations where resources and tasks are to be
prioritized. As a leader in a central business function you must be able
to interact and communicate at all levels of the organization with the
customers needs in focus. You are ambitious, proactive and have the
drive it takes to continuously develop and improve the quality and
performance of the tasks completed in the department while creating
confidence.
Search in DK, 56 candidates in process, process time 13 weeks.
PuttingaProductionManager
intoprint...
Production Manager

www.birn-partners.com
It is all about passion
for people – matching
challenge, competence
and personality
Layout:www.sputnikdesign.dk

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