Senior Revenue Manager
Morguard · Chicago, Illinois, United States
Morguard is a fully integrated real estate company. We strategically invest in high-quality, well-located, multifamily assets across North America and our onsite teams are critical to our Communities' success.
PURPOSE
The Revenue Manager owns portfolio-wide pricing discipline and revenue optimization for Morguard's U.S. residential portfolio. The role converts Revenue Intelligence outputs, Community performance, market conditions, and asset business plans into clear decisions for new lease pricing, renewals, concessions, lease terms, exposure, and revenue forecasting.
This is an operating role, not a reporting-only position. The Revenue Manager is expected to identify risk early, challenge assumptions, document decisions, influence field execution, and hold the revenue-management cadence together across Community Operations, Asset Management, Marketing, Operational Technology, Training, and Finance.
DUTIES AND RESPONSIBILITIES
Portfolio Revenue Strategy and Pricing
- Own and execute portfolio-wide strategies for new lease rates, renewal offers, concessions, lease terms, transfers, short-term premiums, move-in dates, and lease-expiration management.
- Translate occupancy, leased percentage, exposure, availability, traffic, conversion, renewal behavior, rent trade-outs, and seasonality into asset-specific pricing actions that balance rent growth and occupancy risk.
- Establish decision rights, pricing guardrails, concession thresholds, and exception protocols with the Associate Vice President, Regional Managers, and Asset Management; escalate material deviations with a clear recommendation.
- Coordinate the release and pricing of renovated, premium, down, and returning units to support value-add programs, reduce vacancy days, and protect expected renovation premiums.
Revenue Intelligence Governance
- Serve as the portfolio subject matter expert and business owner for the Revenue Intelligence pricing model, including configuration, operating standards, user adoption, troubleshooting, vendor engagement, and system enhancements.
- Configure and routinely audit occupancy goals, pricing factors, lease-term premiums, amenity and unit values, move-in options, renewal parameters, competitive sets, and other asset-specific inputs in partnership with Operations and Operational Technology.
- Review optimal-rate suggestions, forecasting, and AI Insights at a frequency appropriate to each asset; approve or override recommendations within delegated authority and require a documented business rationale for exceptions.
- Monitor recommendation adoption, overrides, publishing accuracy, availability, and data integrity; resolve discrepancies between PMS, portfolio reporting, budgets, and Community-level information before they drive bad decisions.
- Lead revenue-management onboarding for acquisitions, new developments, major repositionings, and material strategy changes; maintain practical SOPs, approval paths, and training materials.
Performance Analytics, Forecasting, and Business Planning
- Create concise weekly and monthly reporting that explains what happened, why it happened, what is likely to happen next, and what action is required
- Track revenue and leasing indicators including effective rent, market and in-place rent, new lease and renewal trade-outs, concessions, loss-to-lease, physical and leased occupancy, exposure, available units, days vacant, lease expirations, renewal conversion, traffic, and leasing-funnel conversion.
- Forecast occupancy, leasing velocity, rental revenue, and renewal outcomes; quantify risks and opportunities against budget, underwriting, and business-plan assumptions and recommend corrective action early.
- Support annual budgets, periodic reforecasts, business plans, renovation assumptions, acquisition due diligence, and disposition planning with defensible pricing, occupancy, concession, and market assumptions.
- Measure the financial and operating impact of pricing and non-pricing actions, close the loop on agreed actions, and continuously refine strategy based on actual results.
Market Intelligence and Asset Strategy
- Maintain relevant competitive sets using publicly available information and regular market validation; monitor effective rents, concessions, occupancy, supply, absorption, seasonality, and key economic drivers by submarket.
- Develop differentiated revenue strategies for stabilized, renovation, lease-up, repositioning, and operationally challenged assets rather than applying one portfolio-wide answer to different business problems.
- Partner with Marketing and Operations to diagnose traffic quality, source performance, lead response, conversion, retention, and sales execution; recommend demand-generation or operating action when pricing will not solve the problem.
- Evaluate amenity premiums, unit-level adjustments, parking, storage, pet, utility, and other ancillary income opportunities in alignment with asset positioning, resident value, and applicable requirements.
Operating Cadence and Cross-Functional Leadership
- Lead structured revenue-review calls with Regional, District/Portfolio, Community, and Asset Management leaders; circulate decisions, owners, due dates, and unresolved risks.
- Present portfolio and asset-level performance to executive leadership in clear business language, separating data, judgment, recommendation, and expected financial impact.
- Influence without relying on direct authority. Build trust with field leaders, challenge weak assumptions respectfully, and drive timely action when performance is off plan.
- Conduct site visits, leasing reviews, and competitive market tours as needed to validate data, understand execution gaps, and improve strategy.
Compliance, Training, and Process Ownership
- Ensure independent pricing decisions comply with Fair Housing, rent regulation, fee and advertising rules, antitrust requirements, company policy, and approved legal guidance in every portfolio jurisdiction.
- Do not request, exchange, or use nonpublic competitively sensitive information from competitors. Document data sources, approvals, overrides, settings, and material pricing decisions.
- Train regional and onsite teams on revenue-management principles, Revenue Intelligence workflows, recommendation interpretation, escalation standards, and the operating behaviors that support strategy.
- Monitor industry, regulatory, market, and technology changes and recommend updates to systems, controls, reporting, and practices.
MEASURES OF SUCCESS
- Revenue performance: Effective rental revenue, rent trade-outs, concessions, and rental income performance against budget and asset business plans.
- Occupancy health: Physical and leased occupancy, exposure, availability, lease-expiration distribution, renewal conversion, and vacancy duration within asset-specific targets.
- Forecast quality: Accuracy, timeliness, and usefulness of occupancy and rental-revenue forecasts, including early identification of downside risk.
- System discipline: Pricing System configuration accuracy, recommendation adoption, justified overrides, clean rate publishing, data integrity, and consistent use across the portfolio.
- Execution: Timely closure of revenue-call actions, measurable improvement from pricing and non-pricing recommendations, and clear accountability across teams.
- Decision quality: Clear, defensible analysis that aligns Operations, Asset Management, Marketing, Finance, and leadership on the right action.
The salary range for this position is $115,000 - $140,000 depending on qualifications, experience, market, location, etc.
REQUIREMENTS
Required Qualifications
- Five (5) or more years of progressive experience in multifamily revenue management, pricing, financial analysis, asset management, or Community operations, including responsibility for multiple communities or markets.
- Hands-on experience with a multifamily revenue-management platform is required. Entrata Revenue Intelligence experi