Senior Manager - Commercial Excellence & Claims

About Company

At Ennovi we harness the power of two megatrends - electrification and AI - to help industries innovate at speed, operate smarter, and achieve sustainable growth. By combining these transformative forces with our global reach and best talent, we empower our customers to lead their markets and drive sustainable progress.

From automotive and aerospace to consumer electronics, data storage, industrial, and medical markets, we harness these forces to help our customers create smarter, safer, and more sustainable solutions.

We thrive best in developing high-performance custom solutions that meet diverse technical needs, solve unique challenges, optimize performance, and adapt to evolving market demands.

Our mission is to get customers to the future faster, from anywhere. Headquartered in Singapore, ENNOVI has a global presence across North America, Europe, SEA, China and India, where all its activities are socially responsible, with minimal environmental impact. Learn more at www.ennovi.com.

Ennovi is an equal opportunity employer in conformance with all applicable laws and regulations to individuals who are qualified to perform job requirements. The Company administers its personnel policies, programs, and practices in a non-discriminatory manner in all aspects of the employment relationship, including recruitment, hiring, work assignment, promotion, transfer, termination, wage and salary administration, and selection for training.

Why Join Us

At Ennovi, we envision a future of electrification and innovation and strive to create an inspiring workplace where our employees are integral to shaping that future. We offer a dynamic, collaborative and inclusive culture that encourages continuous learning, professional growth, and a sense of purpose. As a part of the Ennovi team, employees experience the excitement of being at the forefront of cutting-edge technologies and contributing to a sustainable future.

Our commitment to the transformation is epitomized by our five pillars: Speed, Innovation, Best Talent, Global Reach, and Sustainability. This entails navigating exponential market changes through agile structures, fostering innovation across all aspects of our business, strategically expanding our global footprint, championing sustainability initiatives and nurturing a winning team.

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Reporting Line

• Reports to: Director - Global Sales Operations

Job Summary

The Senior Manager - Commercial Excellence & Claims will be responsible for governing, optimizing, and enforcing all Productivity and Business Link commitments tied to customer programs across Ennovi's global regions. This role ensures customers are held accountable to commercial commitments, forecast accuracy is enforced, SOP discipline is maintained, and negative P&L impacts are quantified, recovered, or structurally eliminated.

The position is strategic and analytical, ensuring disciplined commercial decision‑making, transparency, and sustainable profitability while partnering closely with Sales, Finance, Operations, and Legal.

Main Responsibilities

1. Business Link Governance

• Build and maintain a global master repository of all:
• Business Link agreements & payouts
• Program‑wise customer commitments & timelines
• Track realization of commitments vs. approvals across regions.

2. Price Reduction & Payout Review

• Review and challenge:
• Non‑contractual price reduction requests
• Business Link payouts
• Ensure all requests are:
• Properly justified
• Financially sound
• Aligned with program and customer profitability thresholds
• Recommend approvals, rejections, or alternative actions.

3. Customer Commitment Accountability

• Enforce customer obligations at a program level, including:
• Award letters
• SOP adherence
• Volume ramp‑ups
• EDI forecast compliance
• Identify gaps between commitments and actuals and initiate corrective discussions with Sales and customers.

4. Customer & Program Profitability Analytics

• Develop a 360° view of customer contribution, including:
• Gross margin, contribution margin
• Capacity consumption
• Cost‑to‑serve elements (logistics, complexity, engineering, change orders)
• Volatility risk
• Strategic relevance
• Identify structurally low‑margin or value‑dilutive programs.
• Partner with Sales and Leadership on renegotiation, repricing, or exit decisions.

5. Corrective Action & Exit Strategy Support

• Recommend:
• Commercial corrective actions
• Renegotiate commercial terms/levers
• Program restructuring Reduce cost‑to‑serve
• Exit low‑value programs/customers with minimal business disruption
• Support decisions to exit programs or customers below profitability thresholds with minimal business disruption.

6. Claims Governance & Validation

• Independently validate logic, eligibility, contractual basis, and evidence for:
• Customer claims on Ennovi (Quality defects, delivery failures, SOP delays, chargebacks, etc.)
• Ennovi claims on customers (Program cancellations, SOP delays, volume shortfall, cost recovery, etc.)
• Ensure claims are aligned with:
• Customer agreements, SOPs, contracts, and commercial terms
• Internal policies, quality standards, and accountability frameworks
• Financial exposure and recoverability
• Challenge weak or non‑compliant claims using data, facts, and contractual interpretation.
• Act as a central authority to challenge non-compliant, inflated, or unsubstantiated claims before approval or settlement.

7. End‑to‑End Claims Management

• Own the full lifecycle of claims:
• Maintain clear audit trail and documentation for every claim.
• Drive timely closure of aged claims and prevent backlog.
• Partner with Sales, Operations, Quality, Finance, and Legal to collate irrefutable evidence for claim recovery related to:
• Program cancellations
• Volume drops vs award volume
• SOP delays
• Expedite costs
• Excess/obsolete inventory (E&O)
• Tooling amortization losses
• Premium freight
• Develop water‑tight commercial cases to maximize Ennovi claim recoveries from customers and suppliers.
• Standardize claims documentation, templates, and contractual evidence requirements across regions.

8. Claims Tool Ownership & Continuous Improvement

• Own and govern the Claims Management Tool / System:
• Data quality, usage discipline, workflow adherence
• Lead continuous improvement initiatives:
• Process standardization across regions
• SOP development and updates
• Automation and digitization opportunities
• Drive root‑cause elimination, not just claim resolution.

9. Reporting, Analytics & KPI Management

• Build and maintain standardized global reporting cadence:
• Open vs closed claims
• Aged claims
• Recovery vs payout trends
• Root causes and systemic issues
• Provide executive‑ready dashboards and insights for leadership reviews.

10. Contract Management & Central Repository

• Create and manage a centralized customer contract repository, including:
• Commercial terms
• Price agreements
• Business link clauses
• Productivity commitments
• Partner with Legal and Sales to ensure contract compliance and visibility.

Key Performance Indicators (KPIs)

• % of Productivity and Business Link commitments fully tracked and realized
• Reduction in unauthorized or non‑justified price concessions
• SOP adherence rate (Actual vs Target)
• Number/value of low‑margin programs improved or exited
• Customer portfolio margin uplift (QoQ)
• Share of revenue from high‑impact customers
• Accuracy and timeliness of profitability reporting
• Contract coverage and data completeness in central repository
• % reduction in unjustified claim payouts
• Claim recovery rate (% recovered vs. eligible)
• Net claim impact vs. prior year
• Margin protection / leakage prevented (₹ / $ / €)
• % claims reviewed with full documented evidence
• Cycle time for claim adjudication
• Sales & Operations adoption of governance framework
• Reduction in escalated / disputed claims
• Repeat root-cause claims reduction year-over-year

Skills & Competencies

Commercial & Financial Acumen

• Strong understanding of:
• Pricing mechanics
• Program economics
• Cost‑to‑serve models
• Automotive / electronics OEM commercial models
• APQP, PPAP, SOP, VA/VE frameworks
• Cost industrialization and manufacturing economics
• Strong pricing, cost build-ups, and margin analysis capabilities
• Ability to challenge assumptions with data‑backed insights.

Commercial & Strategic

• Ability to translate data into commercial negotiation narratives
• Customer profitability and cost‑to‑serve expertise
• Portfolio management and prioritization mindset

Analytical & Problem‑Solving Skills

• Advanced data analysis capabilities.
• Ability to perform deep dives and translate insights into clear recommendations.
• Comfort working with ambiguity and incomplete data.

Stakeholder Management

• Confident interaction with:
• Global Sales Leaders
• Regional Finance
• Operations and Legal
• Ability to push back constructively while maintaining strong partnerships.
• Clear, concise communicator at senior leadership level.
• Ability to synthesize complex analyses into simple, decision‑oriented messages.

Governance & Discipline

• Strong mindset for controls, compliance, and process rigor.
• Ability to establish governance frameworks without slowing the business.

Process & System Thinking

• Ability to design scalable governance frameworks
• Experience building scorecards, dashboards, and standard operating rhythms

Experience & Qualifications

• 15+ years of experience in:
• Commercial Excellence
• Sales Operations
• Finance Business Partnering
• Strategy or Program Management
• Experience in manufacturing, automotive, electronics, or industrial environments strongly preferred.
• Global or regional role exposure required.
• Bachelor's degree in engineering, Finance, Business, or related field
• MBA or equivalent advanced degree preferred.

Ideal Candidate Profile

• Highly data‑driven, fact‑based decision maker
• Comfortable operating in ambiguity and complexity
• Strong backbone to hold customers—and internal teams—accountable
• Balanced commercial and financial thinker
• Results‑oriented with a portfolio‑level mindset