Director, Practice Development

DMA - DuCharme, McMillen & Associates, Inc.; Phoenix (AZ); On-site; USD 180,000 - 280,000; Full time

Benefits offered by this job

ESOP eligibility from day one

Company paid parental leave

Generous time off

Employee-owned company

Job summary

DMA - DuCharme, McMillen & Associates, Inc. is seeking a Director of Practice Development to expand market share in key tax practice areas.

This senior role manages a portfolio of client and prospect accounts, drives growth, and collaborates with service teams and executives to deliver tailored solutions. The position emphasizes strategic outreach, relationship management, and proposals, with 90% focused on sales-driven activities and 10% on supporting the broader Business Development team;

Qualifications

• Bachelor’s degree or higher in Business, Marketing, Accounting, or related field.
• Proven success in business development and revenue growth.
• Experience managing client relationships and driving sales KPIs.

Responsibilities

• Develop and implement strategic business development plans to grow revenue and market presence.
• Manage a large portfolio of client and prospect accounts as strategic lead.
• Prospect new opportunities through research, networking, and outreach, aligning DMA as a solution.
• Collaborate with DMA service teams to pursue mutual opportunities.
• Lead field-based development efforts using DMA’s reputation and relationships.
• Understand client tax issues and tailor DMA services accordingly.
• Create SOWs and proposals articulating client needs and DMA value.
• Maintain CRM updates and communicate with stakeholders.
• Provide project and relationship management to ensure client satisfaction and retention.
• Role is ~90% sales-focused with 10% supporting the broader team.
• Two-year development period aimed at generating $3–$5 million annually.

Skills

Business development

Client relationship management

CRM systems

Communication & negotiation

Strategic planning

Travel 10-25%

Education

Bachelor’s degree in Business/Marketing/Accounting or related field

Tools

Salesforce

Microsoft Office

Job description

As an employee-owned company, DMA prioritizes employees. Low turnover rates and tenured teams are living proof:

• 2026 Great Places to Work Certified
• Employee stock ownership program eligibility begins on day one of employment (ESOP contribution is targeted at 6% of your annual compensation)
• Company paid parental leave
• Generous time off package
• Multiple benefit plans, eligibility begins on day one of employment
• Culturally focused on work/life balance, and the overall wellness of our employees

Position Summary
The 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 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, 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.
• Collaborate with DMA service teams to identify and pursue mutually beneficial business opportunities.
• Participate in field-based business development efforts, leveraging subject matter experts, DMA’s reputation, and existing relationships.
• 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 Qualifications

• Bachelor’s degree in Business, Marketing, Accounting, or a related field.
• 4-5 years of professional business development experience, preferably in tax, financial, or consulting services.
• 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 Requirements

• Work Schedule: Regular, 40 hours/week
• Travel: 10-25% travel required.
• Physical Activity:
• Prolonged periods of sitting and computer use
• Ability to hear, understand, and distinguish speech and sounds
• Frequent repetitive motions with hands

The 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.