Director, Practice Development (Northeast Region)

DuCharme, McMillen & Associates, Inc.; Northern (KY); Hybrid; USD 150,000 - 210,000; Full time

Benefits offered by this job

Company paid parental leave

Generous time off package

Multiple benefit plans

Job summary

DuCharme, McMillen & Associates, Inc. seeks a Director of Practice Development to expand market share in key tax practice areas. You will manage a portfolio of client accounts, drive growth initiatives, and advise clients with internal teams to ensure satisfaction.

The role focuses ~90% on sales-driven activities and involves travel up to 35%. Requires 4–5 years BD experience, leadership exposure, and CRM proficiency. Strong communication and negotiation skills are essential.

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, 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).

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.
• 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.

Skills

CRM skills

Pipeline management

Strategic accounts

Lead generation

Negotiation

Communication

Analytical thinking

Leadership

MS Office

Sales KPIs

Education

Bachelor's degree

Tools

Salesforce

Job description

Introduction

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. This is for our Northeast region. Ideal candidate would be based in Connecticut, Maine, Massachusetts, New Hampshire, Rhode Island, Vermont, New York, or New Jersey.

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.
• 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 Qualifications

• Bachelor’s degree in Business, Marketing, Accounting, or a related field required
• 4-5 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 Requirements

Work Schedule: Regular, 40 hours/week Travel: Up to 35% 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 #LI-REMOTE #LI-AL1

Equal Employment Opportunity Statement

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.

Company Overview

DMA is a proudly employee-owned company that has been solving corporate tax challenges for over 50 years. Everyone within our organization takes extreme pride in delivering proven, successful results. Our tax professionals span across the globe to better serve some of the world’s largest companies with the highest level of expertise. Our “people first” mentality is what defines our corporate mission and sets us apart from other companies within the corporate tax industry. DMA offers a challenging yet rewarding career that encourages teamwork, fosters communication, and recognizes exceptional performance. Our employees share common philosophies, a strong entrepreneurial spirit, and an unbreakable commitment to client service. Because of our unique corporate structure and principles, “about us” is actually about you.