Director, Practice Development

DuCharme, McMillen & Associates, Inc.; Phoenix (AZ); On-site; USD 180,000 - 260,000; Full time

Benefits offered by this job

ESOP eligibility (on day one)

Company paid parental leave

Generous time off

Multiple benefit plans

Work-life balance focus

Job summary

DuCharme, McMillen & Associates, Inc. seeks a Director of Practice Development to expand DMA’s tax practice footprint. You will manage a portfolio of client accounts, pursue new opportunities, and align internal teams to deliver tailored solutions that drive revenue growth.

Lead a team, mentor staff, and collaborate with leadership to optimize business development processes. Expect travel and a strong emphasis on CRM and contract negotiations, with a path to substantial annual production through

Qualifications

• Bachelor’s degree in Business, Marketing, Accounting, or a related field.
• 3–5 years of professional business development experience, including 1+ years in a leadership role.
• Experience in tax, financial, or consulting services is preferred.
• Strong knowledge of CRM systems, sales KPIs, and pipeline management.
• Excellent communication, negotiation, and interpersonal skills.
• Proven ability to build relationships and collaborate cross-functionally.
• Proficiency with Microsoft Office and Salesforce.

Responsibilities

• Develop and execute strategic business development plans to drive revenue growth and expand market presence.
• Manage a large portfolio of client and prospect accounts, acting as strategic relationship lead.
• Actively pursue new business opportunities through research, networking, and outreach.
• Participate in internal strategy and planning meetings to improve development processes.
• Collaborate with service leaders, marketing, and leadership to align strategies with goals.
• Coach and develop the Practice Development team with ongoing guidance and feedback.
• Identify client issues and align DMA’s services accordingly.
• Create compelling SOWs and proposals articulating client needs and DMA’s value.
• Lead or participate in internal strategy and education meetings.
• Work with legal counsel during contract negotiations and ensure compliance.
• Maintain accurate CRM updates and communicate developments with stakeholders.
• Provide high-quality project and relationship management to ensure client satisfaction.

Skills

Leadership

Communication

Negotiation

Strategic thinking

Business development

Account management

Analytical thinking

Time management

Education

Bachelor’s degree in Business/Marketing/Accounting

Tools

Salesforce

CRM software

Job description

As an employee-owned company, DMA prioritizes employees. Low turnover rates and tenured teams are living proof:2026 Great Places to Work CertifiedEmployee stock ownership program eligibility begins on day one of employment (ESOP contribution is targeted at 6% of your annual compensation)Company paid parental leaveGenerous time off packageMultiple benefit plans, eligibility begins on day one of employmentCulturally focused on work/life balance, and the overall wellness of our employeesPosition SummaryThe Director of Practice Development (DPD) is a senior-level business development professional responsible for expanding DMA’s market share in key tax practice areas. This role manages a portfolio of client and prospect accounts, drives strategic growth initiatives, and serves as a trusted advisor to clients. The DPD collaborates closely with internal service teams and executive leadership to identify opportunities, deliver tailored solutions, and ensure client satisfaction.Essential Duties and ResponsibilitiesDevelop and execute strategic business development plans to drive revenue growth and expand market presence.Manage a large portfolio of client and prospect accounts, serving as a strategic account manager and relationship lead.Actively prospect and pursue new business opportunities through research, networking, and outreach, identifying potential clients and aligning DMA’s services to their needs.Participate in internal strategy, education, and planning meetings to improve business development processes and outcomes.Collaborate with service line leaders, marketing, and executive leadership to align business development strategies with organizational goals.Coach, mentor, and develop Practice Development team members, providing ongoing guidance, feedback, and support to build consulting, business development, and client‑engagement capabilities across the team.Identify and understand client and prospect tax issues, challenges, and goals to align DMA’s services accordingly.Create compelling written communications (SOWs and proposals) that articulate client needs and DMA’s value proposition.Lead or participate in internal strategy, education, and planning meetings to enhance business development effectiveness.Work with legal counsel during contract negotiations and ensure compliance with internal processes.Maintain accurate and timely updates in CRM systems and communicate key developments with internal stakeholders.Provide high-quality project and relationship management to ensure client satisfaction and retention.Approximately 90% of this role is focused on sales-driven activities, while the remaining 10% supports the broader Business Development team through collaborative tasks and initiatives.After a typical development period of approximately two years, the Director is expected to consistently generate $3–5 million in annual production through new business development and account expansion efforts.Education and QualificationsBachelor’s degree in Business, Marketing, Accounting, or a related field required3-5 years of professional business development experience, preferably in tax, financial, or consulting services, including 1+ years in a leadership role.Demonstrated success in managing client relationships and driving revenue growth.Strong knowledge of CRM systems, sales KPIs, and pipeline management.Familiarity with tax law concepts and the ability to translate client needs into tailored solutions.Proven ability to develop internal relationships and collaborate cross-functionally.Excellent communication, negotiation, and interpersonal skills.Strong analytical thinking, initiative, and attention to detail.Effective organizational leadership and time management skills.Proficiency in Microsoft Office Suite and CRM platforms (e.g., Salesforce).Work Environment & Physical RequirementsWork Schedule: Regular, 40 hours/weekTravel: Up to 35% travel required.Physical Activity:Prolonged periods of sitting and computer useAbility to hear, understand, and distinguish speech and soundsFrequent repetitive motions with handsThe Company is an equal employment opportunity employer and is committed to providing equal employment opportunities to its applicants and employees. The Company does not discriminate in employment opportunities or practices on the basis of race, color, religion, gender, national origin, citizenship, age, disability, veteran status, genetic information, or any other category covered by applicable federal, state, or local law. This equal employment opportunity policy applies to all employment policies, procedures, and practices, including but not limited to hiring, promotion, compensation, training, benefits, work assignments, discipline, termination, and all other terms and conditions of employment.It is DMA's policy to make reasonable accommodations for qualified individuals with disabilities. If you have a disability and either need assistance applying online or need to request an accommodation during any part of the application process, please contact our Human Resources team at [e-mail] or 800-309-2110 and choosing selection 6.