# HAV Seafood — Sales Markets, Channels & Commercial Territory Architecture

## Purpose

This workbook defines the static **Markets, Channels & Commercial Territory** architecture for HAV Seafood's Sales & Commercial domain.

It belongs to **Phase 1 — Business Architecture**:

**1. Business architecture -> 2. Stories -> 3. Operational dataset**

The workbook defines how Shared Enterprise commercial geography is used by Sales, which Sales channels and customer segments exist, how current customer accounts are classified, and how internal commercial territories and responsibilities are structured.

It intentionally contains **no sales transactions or historical commercial activity**.

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## Files

- `hav_seafood_sales_markets_channels_commercial_territory_v1.xlsx` — authoritative Sales architecture for channels, customer segments, territories and their mappings; linked reference/extension for Shared Enterprise markets.
- `hav_seafood_sales_markets_channels_commercial_territory_v1.md` — this AI-oriented companion description.

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## Core ownership boundary

A critical distinction in this workbook is that **Market / Region identity already exists in Shared Enterprise**.

Therefore:

- Shared Enterprise remains authoritative for `Market_ID`, market names, hierarchy and market-country mappings.
- Sales references and extends those markets with Sales-use classifications.
- Sales owns `Sales_Channel_ID` and the Sales Channel taxonomy.
- Sales owns `Customer_Segment_ID` and the Customer Segment taxonomy.
- Sales owns `Commercial_Territory_ID` and the internal commercial territory structure.
- The Customer Account architecture remains authoritative for `Customer_ID` and its current `Primary_Market_ID`.
- HR remains authoritative for positions, position seats and employee incumbency used in commercial responsibility assignments.

The enterprise System & Data Ownership Model identifies CRM `ESYS-006` as the authoritative system for Market / Region, Sales Channel and Customer Segment commercial classifications. Core ERP `ESYS-001` consumes relevant dimensions for confirmed customer/order processing and reporting.

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## Current architecture at a glance

The workbook contains:

- 9 linked Shared Enterprise market/region records, including Global, Nordic, Baltic and six country markets;
- 2 Sales channels;
- 3 customer segments;
- 2 current commercial territories;
- 4 current customer commercial assignments;
- 4 current seeded market-channel relationships;
- territory ownership linked to established HR position seats;
- system/data ownership mappings aligned with the existing enterprise architecture.

The four current seeded customer markets are:

- Sweden;
- Norway;
- Lithuania;
- Finland.

Faroe Islands and Denmark remain valid Shared Enterprise market references but have no seeded customer account or current commercial territory assignment in this workbook.

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## Core model

`Shared Enterprise Market / Region`

`-> Sales Channel`

`-> Customer Segment`

`-> Commercial Territory`

`-> HR Position / Position Seat`

and:

`Customer Account -> Primary Market + Sales Channel + Customer Segment + Commercial Territory`

The concepts are intentionally kept separate:

- **Market** = commercial geography.
- **Channel** = route to the commercial customer.
- **Customer Segment** = classification of the customer relationship.
- **Territory** = HAV Seafood's internal responsibility structure.

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## Workbook sheets

### `Commercial_Markets`

Linked Sales-use view of the authoritative Shared Enterprise market hierarchy.

Contains:

- Global, Nordic and Baltic roll-up markets;
- country markets for Faroe Islands, Denmark, Norway, Sweden, Finland and Lithuania;
- Shared Enterprise country/currency/language references;
- Sales-use classification distinguishing current customer markets, reference markets and roll-ups.

This sheet is **not** a competing market master.

### `Market_Country_Mapping`

Linked copy/reference of the Shared Enterprise market-to-country relationships.

Shared Enterprise remains authoritative.

### `Sales_Channels`

Sales-owned channel master.

Current channels are:

- `SCHA-001` — Direct Grocery Retail;
- `SCHA-002` — Distributor / Importer.

The channel model describes the route to HAV Seafood's contractual commercial customer, not the entire downstream consumer distribution chain.

### `Market_Channel_Applicability`

Defines currently seeded market/channel relationships:

- Sweden -> Distributor / Importer;
- Norway -> Direct Grocery Retail;
- Lithuania -> Distributor / Importer;
- Finland -> Direct Grocery Retail.

These rows represent **current seeded routes**, not a universal prohibition on every unlisted future combination.

### `Customer_Segments`

Sales-owned customer-segment master.

Current segments are:

- Retail Chain;
- Distributor / Importer;
- Hybrid Distributor-Retailer.

Segment is separate from account tier, channel and Customer_ID.

### `Commercial_Territories`

Defines two internal responsibility territories:

- `CTER-001` — Nordic Key Accounts;
- `CTER-002` — Baltic & Export Accounts.

The Nordic territory covers the current Sweden, Norway and Finland portfolio. The Baltic & Export territory currently covers Lithuania and is designed to extend to additional export markets later.

### `Territory_Scope`

Explicit relationship table defining which markets are currently included in each territory.

Blank channel/segment scope means the territory covers the included market across Sales-defined commercial structures unless a narrower rule is later added.

### `Customer_Commercial_Assignment`

Current static commercial classification for the four customer accounts.

Contains:

- linked primary market;
- Sales channel;
- customer segment;
- commercial territory;
- route-to-market classification;
- linked customer tier/strategic flags.

The current mapping is:

- `CUS-001` Nordmark Food Distribution -> Sweden -> Distributor / Importer -> Distributor / Importer segment -> Nordic Key Accounts;
- `CUS-002` Fjord & Field Retail -> Norway -> Direct Grocery Retail -> Retail Chain -> Nordic Key Accounts;
- `CUS-003` Baltic Pantry -> Lithuania -> Distributor / Importer -> Hybrid Distributor-Retailer -> Baltic & Export Accounts;
- `CUS-004` Northline Grocers -> Finland -> Direct Grocery Retail -> Retail Chain -> Nordic Key Accounts.

### `Territory_Ownership`

Assigns responsibility to HR position seats rather than directly to named employees.

Current primary responsibility follows the already-established account ownership structure:

- `PSEAT-074` Key Account Manager 01 -> Nordic Key Accounts;
- `PSEAT-075` Key Account Manager 02 -> Baltic & Export Accounts.

Sales Manager oversight, customer-service support, sales-administration support and commercial-analysis support are also mapped structurally.

Current employee names are included only as a convenience for current-state navigation. HR remains authoritative for incumbency.

### `Commercial_Classifications`

Controlled Sales-specific code list for:

- Sales market use;
- channel type;
- direct/indirect classification;
- route-to-market model;
- segment category;
- territory type;
- territory responsibility;
- scope inclusion;
- market-channel applicability.

### `System_Mappings`

Documents system-of-record and consuming-system roles.

Important boundaries include:

- Market / Region -> CRM authoritative, ERP consuming;
- Sales Channel -> CRM authoritative, ERP consuming;
- Customer Segment -> CRM authoritative, ERP consuming;
- Commercial Territory -> CRM selected as the Sales-domain operational master;
- Customer commercial assignment -> CRM owns Sales extensions while confirmed Customer_ID remains ERP-authoritative.

### `Relationship_Reference`

Compact AI-friendly joined view connecting each current customer to:

- country;
- market;
- sales channel;
- segment;
- territory;
- primary position seat;
- current incumbent;
- route-to-market;
- account tier.

This is a navigation layer, not an independent master.

### `Source_Mappings`

Documents source authority and conflict precedence across Shared Enterprise, Customer Account, HR and system ownership workbooks.

### `Architecture_Notes`

Defines scope, ownership, assumptions, boundaries, identifier decisions and Phase 1 exclusions.

### `Data_Dictionary`

Field-level reference covering every sheet and field in the workbook.

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## Important relationships with existing architecture

### Shared Enterprise

Shared Enterprise remains authoritative for:

- market and region identity;
- countries;
- currencies;
- languages;
- enterprise systems;
- domain ownership rules.

Sales does not recreate these masters.

### Customer Account & Commercial Organization

That workbook remains authoritative for:

- `Customer_ID`;
- external-organization relationship;
- current `Primary_Market_ID`;
- account tier;
- strategic-account status;
- direct/distributor account attributes;
- current account-specific ownership.

This workbook adds channel, segment and territory structure around those accounts.

### HR & Organization

HR remains authoritative for:

- `Position_ID`;
- `Position_Seat_ID`;
- `Job_Role_ID` relationships;
- current employee incumbency.

Commercial responsibility is attached to position seats so territory ownership survives employee changes.

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## Architecture boundaries

This workbook deliberately does **not** contain:

- sales orders;
- invoices;
- sales quantities or revenue;
- customer profitability;
- market share;
- historic market/channel changes;
- territory assignment history;
- sales targets or quotas;
- commissions;
- forecasts;
- CRM calls, meetings or emails;
- leads or opportunities;
- promotions;
- customer-SKU listings;
- price lists or discounts;
- customer agreements;
- fulfilment or logistics execution.

Those belong to later Sales architecture workbooks or Phase 3 operational data.

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## Future Sales architecture relationships

This workbook is intended to become a key dimension source for later Sales architecture.

### Customer Assortment & Product Listing

`Customer + Market + Channel + SKU -> Commercial listing`

### Pricing & Commercial Terms

`Customer / Market / Channel -> Pricing applicability`

### Customer Agreements

`Customer + Market + Territory -> Commercial agreement scope`

### Sales & Demand Planning

`Market + Channel + Customer + SKU -> Forecast hierarchy`

### Sales Order & Customer Service

`Customer -> Market -> Channel -> Territory -> Order/service profile`

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## Story neutrality

No deliberate business story has been introduced here.

The architecture does not imply that:

- one market performs better or worse;
- distributor channels are problematic;
- direct retail is preferable;
- territories are overloaded;
- any customer is declining;
- any market should be entered or exited.

Those patterns belong to **Phase 2 — Stories** and should only be introduced deliberately in later operational data.

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## Recommended AI usage

For rapid Sales context:

1. Read this Markdown file.
2. Inspect `Relationship_Reference` for the current customer/market/channel/segment/territory structure.
3. Inspect the relevant authoritative sheet for precise Sales definitions.
4. Consult Shared Enterprise for Market_ID/country/currency/language identity.
5. Consult the Customer Account workbook for customer-master attributes.
6. Consult HR for position/incumbency details.

If a linked value conflicts with an authoritative source, **the authoritative source wins**.
