Meet Kim: A Day with Fairlane Hotel’s Director of Sales
In the dynamic world of boutique hotel growth and expansion, there’s a crucial role that often goes unseen but is essential to success — sales leadership.
From increasing group sales to nurturing client relationships, Kim’s role as the Director of Sales at Fairlane Hotel, in Nashville, TN, is integral to the growth of the hotel, while ensuring the guest experience remains top priority.
Read on to learn more about her journey, daily responsibilities, and the passion that fuels her drive to make the Fairlane a standout boutique destination.
Kim’s Climb to Hospitality
For Kim, working in hospitality was never in her direct line of sight.
Originally having her eyes set on accounting, her path took a turn while she was working as a server at the Kellogg Hotel in East Lansing, MI. Her manager noticed her natural knack for customer service and asked if she’d ever considered working in hospitality. This question sparked what Kim described as her first ‘a-ha’ moment.
By the next week, she had changed her major focus to hospitality.
Initially set on event planning, Kim quickly found an interest in hotels, thanks to her inspiring professor, Duane Zuber, who taught her first lodging management classes.
“He was so passionate about hotels and made me open my eyes to the hotel world and where I could fit within that.”
Although Kim’s conscious efforts in hospitality didn’t begin until college, she credits her career to her dance teacher, who, as the manager of a restaurant, offered her a hosting job at just 16 years old.
Kim went on to graduate from Grand Valley State University with a degree in Hospitality and Tourism Management and never looked back.
Since then, her love for the hospitality industry continued to grow, with her favorite part being able to meet so many walks of life and being able to make a difference in their hotel experience (no matter how small it may be). Kim graciously acknowledged the mentors and leaders that believed in her, stating how pivotal their roles were in helping her get to where she is today.
“Events and hotels are supposed to be fun and relaxing, and giving people just that is what makes all the hard stuff worth it!”
Some of Kim’s experience in hospitality have included past internships and jobs, with roles like:
Day-of Coordinator at The Felt Estate, Holland, MI where she managed events and weddings, learning how to handle last-minute issues while discovering that weddings were not in her future.
Front Desk Agent at The Hilton Garden Inn, Grand Rapids, MI where she gained valuable experience during the hotel’s opening. This internship “sealed the deal” on her desire to work in hotels and events.
Assistant Front Office Manager at The Embassy Suites, Franklin, TN where she learned the ins and outs of hotel operations, from sales, to housekeeping, to rooms management, and developed leadership skills.
Sales Manager at Two Hilton Properties in Nashville where she transitioned to sales, combining her event knowledge with hotel operations, and was mentored by Kim Addis and Jennie McNier, who taught her everything she needed to succeed as a sales manager.
A Fan of Fairlane
Before joining the OHM family, Kim worked directly across the street from Fairlane Hotel. Having attended some of the pop-up bars and restaurants on site, she was familiar with the beauty and undeniable experience of the boutique hotel.
After spending nearly two years at the DoubleTree (and recognizing the incredible potential of the Fairlane), she was ready for a new challenge and a fresh opportunity to grow. When she came across a LinkedIn job posting for the Director of Sales role at the Fairlane, it felt like the perfect next step.
“I have actually always loved the Fairlane hotel - so when I saw the job posting on Linkedin, I was all over it.”
Making a Home at Oliver Hospitality’s Beloved Nashville Boutique Hotel
Kim knew she was in the right place as soon as she met Ashleigh, VP of Sales, Marketing and Revenue for Oliver Hospitality.
Kim truly felt confident in her decision since her first day, but a more recent experience that confirmed this was how the team came together to create the Misfit pop-up bar. Despite the week-long, 14-hour day process, Kim says the company’s collaboration efforts made it worth it when the OHM team and team members from different hotels came in and helped set up the pop-up from start to finish.
“It’s not everyday you see a company's Director of Operations hanging wallpaper and putting ornaments on the ceiling. This experience really emphasized that our leaders are always willing to help and not just tell us what to do.”
What it’s like to be a Director of Sales at Fairlane Hotel
As both her first Director of Sales role and being Fairlane’s first dedicated Director of Sales, Kim has spent the beginning of her journey with OHM as a “guinea pig”. With all the newness surrounding the position, her responsibilities have evolved significantly during her time with the company. Throughout her time, she’s been able to dive into areas she hadn’t explored in her career before, such as revenue strategies, budgeting, marketing, PR, sales strategies, and leadership development.
In her first few months, Kim's primary focus was getting to know the property, helping things run more smoothly, and growing group sales for the hotel. Now, having been with the company for a little over a year, the team and operations have become more streamlined.
Each day begins with morning meetings with the management team to align on priorities for the day. Weekly, Kim meets with both the Fairlane and OHM teams to discuss upcoming groups, sales, and revenue plans. Every two weeks, she participates in calls with investors to review the hotel’s performance and address any questions they may have. On a monthly basis, Kim joins the P&L calls with the team, where she also presents updates to investors.
Being a Director of Sales at OHM is a very dynamic role. Half of her role involves being on property, selling the hotel and helping with the operations. The other half involves being a voice for the corporate team, aiding in revenue and sales/marketing strategies, and presenting to investors.
One day, you may find her helping set meeting spaces and banquets, and the next, she can be found working through the budget and forecasting revenue. Here are some of the key parts of her role at Fairlane Hotel:
Sales Leadership: Leading the Fairlane sales team with a focus on group sales of 10+ rooms per night. She makes it a point to ensure the team members feel appreciated and part of the bigger picture.
Mentoring: Supporting the growth of Catering Sales Manager, Aubree Franz.
Client Engagement: Hosting VIP parties with local clients and participating in networking events in the Nashville area, her favorite being Heels and Handshakes.
Collaboration: Partnering with marketing and PR teams to brainstorm new campaigns and hotel activations.
Revenue Strategy: Working with the Director of Revenue on best practices and strategies, presenting the sales reports (how each month is performing in group room sales and catering sales) to the appropriate team members.
The Future of Fairlane: Follow Kim’s Journey
Kim has been especially proud of how her team has elevated the guest experience at Fairlane Hotel, continuously striving to improve each day. A standout achievement for 2024 was growing group revenue by 13% year-over-year, marking a huge milestone in the company’s success.
Looking to the future, Kim’s key priority is increasing brand and property recognition of the Fairlane brand and hotel, especially with OHM’s goal of continuing to expand with several new properties.
This includes attending more networking events, reaching out to local businesses, and deepening relationships with current clients. Collaborating with other hotel sales teams, OHM’s marketing and PR teams, and Director of Global Accounts, Sara McConnell, will be essential in achieving these goals.
As Kim continues to build on these accomplishments, she remains focused on both growing professionally and nurturing the people around her with grace — whether it’s her team or herself.
“Everyday, our goal is to just be better than the last, and I truly believe we have been able to do that.”
Kim resides in Nashville, TN, where she has been for almost 8 years. She loves her friends, family and her dog, Wally. Connect with Kim by following her on Instagram or Linkedin and see more of her hospitable personality.
If you’re looking to indulge in all Nashville has to offer, book your next stay at Fairlane Hotel for an unrivaled experience – And keep an eye out for a special smile from Kim herself!