Pricing Analyst

Pricing Analyst

CommonSail Investment Group

Location: Brighton, Michighan

Position Summary

The Pricing Analyst plays a critical role in developing and executing dynamic pricing strategies to optimize occupancy, revenue, and profitability across our senior living communities. This role supports all pricing functions including rent, levels of care (LOC), supplemental fees, market analysis, data reporting, and the development of future pricing infrastructure. The Pricing Analyst will work closely with Sales, Operations, and Finance teams to ensure pricing reflects market dynamics, community needs, investor expectations, and resident value.

Key Responsibilities & Accountabilities

Dynamic Pricing Strategy

Design, manage, and continuously refine a responsive, performance-driven pricing model across multiple community types:

• Pricing Categories: Rent, Wellness (LOC), Supplemental Fees
• Community Types: Stabilized, Focus communities, New builds, Acquisitions
• Wellness Pricing (LOC: Levels of Care): Monitor rate appropriateness, profitability, renewals, ATB increases, and performance tracking
• Fee Structures: Tiered pricing based on brand positioning and willingness to pay; includes respite rates and supplemental services
• Market-Based Tier Pricing: Maintain accurate and current rate positioning per community type and product level

Renewals & Rate Management

• Execute the strategy for annual and anniversary rate increases
• Align pricing updates with acquisitions and legacy portfolio requirements
• Drive process development, documentation, and cadence for rate renewals

Concessions, Deals & Discounts

• Develop and manage strategic concession frameworks in Salesforce, based on:
  • Market demand
  • Property performance
  • Investor expectations
• Monitor, track, and forecast:
  • Discounts
  • Concessions
  • Guardrails
• Tools: Salesforce for tracking and strategic implementation
• Support training for Sales and Operations teams to apply discount strategies appropriately

Sales Collaboration & Training

• Monthly Sales Leader Reviews:
  • Analyze top and bottom performers
  • Evaluate discount usage, revenue performance, and pricing opportunities
• Sales Training Support:
  • Equip teams with data and training around:
    • Service positioning
    • Competitive differentiation between Enhanced Living (EL), Assisted Living (AL), and Memory Care (MC)
    • Fee transparency and value alignment

Data Analytics & Reporting Infrastructure

Drive automation and accuracy in pricing-related data and reporting through cross-functional data systems:

• Platform Integration:
  • Excel & Power BI: Lead design of dynamic dashboards and automated reporting processes
    • Identify key reporting needs
    • Define “source of truth” for each report
    • Eliminate manual and duplicative reporting processes
  • Salesforce: Leverage data for:
    • At-Risk forecasting
    • Occupancy projections
    • Concession/discount usage
    • Digitized lease data
  • Yardi: Integration with:
    • CCPC, PCC, and AlayaCare for billing and real-time reporting into Power BI
  • Engrain: Monitor unit-level vacancy trends
  • NIC Maps, ESRI: Utilize for market intelligence and demographic mapping
  • PCC: Interface with care and clinical systems for LOC pricing validation
  • RevPors: Maintain accurate rate files including premiums, acquisition pricing, and wellness tiers

Competitive Grid & Market Intelligence

• Current Process: Partner with Sales Leaders and internal teams for biannual comp grid updates
• Future-State Development:
  • Build a proactive market monitoring process
  • Embed comp data into property plans and pricing adjustments
  • Assign ownership (e.g., Tim/Dept.) for ongoing updates
• Align comp grids with:
  • Community profiles
  • Acquisition pricing models
  • Future market shifts

CCPC Collaboration (Future State)

• Partner with CCPC on SPG community pricing models and margin optimization
• Collaborate on:
  • Tier structures
  • Market-based pricing
  • Margin tracking and validation

Qualifications

Required:

• Bachelor's degree in Finance, Economics, Business Analytics, or related field
• 3–5 years of experience in pricing, data analytics, or revenue management
• High proficiency in Excel and BI tools (e.g., Power BI, Tableau)
• Experience with CRM/ERP tools (e.g., Salesforce, Yardi)
• Strong analytical skills and ability to synthesize large data sets into actionable insights

Preferred:

• Experience in senior housing, healthcare, or hospitality
• Understanding of wellness/care pricing models
• Familiarity with systems like Engrain, NIC Maps, AlayaCare, or PCC

Key Competencies

• Analytical and Strategic Thinking
• Cross-Functional Collaboration
• Data Automation and Visualization
• Market Research and Forecasting
• Strong Communication and Business Acumen

#CSALL