Charlotte, NC – Vivek Vishal, a seasoned sales strategy expert from Dell Technologies, has taken on a new role as Senior Director of Sales Excellence at Honeywell Safety Products, a global leader in personal protective equipment (PPE). Starting April 10, 2023, Vivek steps into the position with nearly a decade of experience at Dell, including seven years shaping sales strategy and planning. Known for leveraging data and technology to boost revenue and prioritize demand, he drove billions in growth through projects like the Dell and EMC Channel Business Integration, MBVision, Revenue Radar, and Sales Participation—often by tackling data quality challenges head-on. Now, industry watchers say Vivek is set to shake up Honeywell’s PPE sales, aiming to improve availability and support the U.S. economy.
At Dell, Vivek reshaped sales and partnership operations as Sales Strategy & Planning Leader. His project, the Dell and EMC Channel Business Integration (2016-2018), unified the channel business following Dell’s 2016 acquisition of EMC. Leveraging data analytics, Vivek optimized sales territories and partner incentives, driving $4 billion in revenue growth. This experience aligning operations during a complex merger honed his ability to tackle significant challenges—expertise he now brings to Honeywell.
Vivek also led MBVision, targeting North America’s Medium Business segment, which achieved double-digit growth under his guidance. He developed a system with predictive tools to prioritize sales opportunities for thousands of representatives, enhancing their effectiveness. During the COVID-19 pandemic, Vivek adapted MBVision to focus on high-demand IT products—such as servers and cloud solutions—ensuring Dell met critical needs despite supply chain disruptions.
The Revenue Radar further showcased Vivek’s capabilities, driving double-digit growth for North America’s $40 billion business over two to three years. With advanced forecasting, he enabled Dell to anticipate demand shifts, particularly during COVID, ensuring resources reached critical areas. His final Dell project, Sales Participation, enhanced performance for thousands of sellers by using real-time data to track and improve target success. Together, these initiatives underscore Vivek’s talent for driving sales strategy with intelligent, data-backed solutions—a foundation for his Honeywell plans.
Vivek’s new role at Honeywell places him at the helm of Sales Excellence—often dubbed Sales Strategy & Planning or Revenue Operations—at a defining moment for PPE sales. The COVID-19 crisis highlighted PPE’s vital role, with demand surging 40% and N95 mask prices skyrocketing over 1,000%, according to industry reports. Vivek plans to harness his Dell experience to refine Honeywell’s approach. “At Dell, I prioritized demand during COVID to maintain steady supply,” Vivek said. “I’ll apply that same focus to PPE, using data to predict needs and streamline sales.”
His vision for Honeywell centers on forecasting PPE demand, optimizing distributor networks, and targeting critical sectors like healthcare and manufacturing. By building a system that ties sales, inventory, and logistics together with clean, actionable data, Vivek aims to ensure PPE reaches those who need it most. “PPE keeps workers safe and businesses running—it’s a lifeline for the economy,” he said. “Honeywell can lead with a proactive strategy built on solid data.”
The move could ripple through the U.S. economy. Small and medium businesses, which Vivek championed at Dell (contributing 44% of GDP and 60% of jobs, per the U.S. Small Business Administration), depend on reliable PPE to operate. By boosting supply with sharp data insights, Vivek’s efforts could help these firms—driving 65% of new jobs, per the U.S. Chamber of Commerce—thrive, fueling economic stability. His Dell track record, yielding billions in growth, positions him to scale Honeywell’s billion-plus Safety Products division.
Vivek’s leap to Honeywell follows his completion of Dell’s flagship Finance Leaders Program in March 2023. “Vivek’s ability to turn data into sales success is remarkable,” said Stuart Buchanan, his former Dell manager. “He’ll redefine PPE sales at Honeywell.” With a legacy of billions in revenue growth, and tens of thousands of empowered customers at Dell, Vivek is set to lead Honeywell into a new era of PPE excellence, benefiting both the company and the U.S.
